Aligning your sales plans and forecasting

Low quality leads and lack of sales ‘follow up’ is a familiar situation in many businesses. To drive significant results from your marketing, it's time to close the gap between your sales and marketing objectives and centralise your plan.
Our approach is to build an integrated strategy reflecting the stages of the customer's buying journey through the sales channels, taking into account the rates of conversion and time lag in decision making, and reflecting the contributions of both sales and marketing to generating revenues and gain new customers.

Steps to building a sales strategy
Designed for companies with a centralised marketing function and active sales team, GlobalStory Consultants will create a cohesive sales and marketing plan using the following approach.

1: business objectives
Define the business objectives and direction which the sales strategy is supporting ensuring clarity and understanding

2: target market
Broad customer segmentation completed, including demographic profiles, purchasing behaviour, needs and value

3: definition of solution
Define the solution offered to and desired by customer segments 

4: strategic position
Against key brand values and desired outcomes by customers (for example: price, speedy turnaround, high quality delivery) define the position that the company / organisation should occupy within the marketplace. Perform a Competitor Overview, comparing relative key strengths and weaknesses to identify opportunities

This review will lead to the definition of a Unique Selling Proposition (USP) relative to other companies / organisations, which can be emphasised in marketing and sales activities

5: identify marketing objectives and alignment with sales objectives
Based on the business objectives, customer segmentation/value and percentage of repeat business, we will model the number of new clients and customer retention rate required to achieve the revenue objectives

6: Sales strategy
Broad strategic framework will be outlined, including identification of key marketing channels, the objectives and integration between channels.

Channels will include:

  • Online
  • Email
  • Direct mail
  • Events
  • Social media
  • SEM
  • Advertising
  • Sponsorship
  • Surveys
  • Distribution channels
  • Education
  • Industry Partnership

7: Sales plan and campaign development
A sales plan will be developed to align with activities and overall business objectives. A pipeline model will be used to determine the objectives for each step of a campaign, with specific goals for both sales and marketing.
The individual campaigns will be integrated into a twelve month marketing plan, including suggested timeframes and the responsibilities of marketing and sales teams

Our sales techniques and strategy also cover the following points;

  • Prospecting for New Business Opportunities
  • Personal Preparation & Initial Contact – Mapping out a strategy for personal preparation and building the language patterns of the greeting and initial contact
  • Understanding Customers
  • An exploration of what drives customers to buy
  • Identifying the right market
  • Understanding sales business Tools
  • first impression
  • Selling Yourself First
  • sales calls with impact
  • Rapport Building – How to build rapport
  • Understand logical vs. emotional selling
  • Sales Presentation – Select the appropriate elements for the sales presentation
  •  Presenting With Impact
  • Building the appropriate language patterns
  • Identifying, Creating & Presenting your Unique Selling Proposition/s (USP’s)
  • Price negotiation
  • Closing the Sale. Establish a solid foundation for closing. Modern Ethical Closing

Let us take your sales strategy into 20th century techniques by providing :

Advanced Sales Analytics
Leverage pipeline analysis, predicative analytics and deal risk analysis to increase revenue and optimize your sales process from lead to customer success

Interactive Dashboards
Make consumable dashboards with comprehensive data visualisation capabilities and customisable user interactivity. Deploy accurate metrics across your organisation

Data Discovery
Navigate large and complicated datasets with unprecedented agility and find answers to your business questions — fast 

Advanced Sales Analytics

Data Discovery

Interactive Dashboards

Sales Plans

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