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Sales Strategy & Methodology

A Sales Strategy is comprehensive and uses a methodological approach to make sure you get your products and services in front of the people who need them. It becomes your operating plan for your sales organization. These posts can aid you.

The ultimate guide to demand generation

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You can – and probably do – grab new leads every day.

But do those leads really want what you have?

Without a demand generation plan, they may never realize they do. With an effective demand gen plan, they’ll pay attention, engage with you and – if you get it all right – become a customer.

A demand generation plan should be the perfect marriage (or as perfect as any marriage can be) between the marketing and sales funnels. Ideally, it’s a long marriage – bridging everything from the first interaction with prospects to the point a qualified lead becomes a customer.

Here are four components of a demand generation plan and in-depth tips and tools on making them effective.

17 Traits of Great Sales Managers: What the research says [Infographic]

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In sales, numbers speak volumes.

Revenue is clearly a biggie. But that’s not all that makes a great sales manager. There are plenty of intangibles, too.

Here’s what researchers say are the qualities and traits of the greatest sales managers.

How Customers Buy: The DNA of the customer buying journey

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Working with my clients’ sales forces, I started to see repeating and quite frankly alarming patterns. Because for the most part, we were working with good salespeople from good organizations marketing good products, yet far too often the results suggested otherwise.

It was obvious that something was wrong, something needed fixing.

Now, I have always believed in the value of talking to actual customers, so I introduced a singular, and at the time somewhat radical element to our methodology. I insisted that we research our clients’ customers as comprehensively as we did our clients’ sales teams.

From talking to ever more customers about how they buy and why they don’t, we came to regard this process as a journey, the Customer Buying Journey.

We developed a model that enabled us to effectively decode and map the elements, the “DNA” as it were, of each buying journey. The DNA concept of an actual identifiable code meant that the Customer Buying Journey could now be mapped.

Here’s what we found.

7 worrisome signs that sales and marketing aren’t aligned

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If sales drop, put yourselves under a microscope to see if sales and marketing are aligned.

A slight misalignment is often a root of the issues.

When sales and marketing aren’t aligned, organizations miss growth opportunities. Yet when the two areas think, do and react as one unit they can drive growth up as much as 35%, according to research from SiriusDecisions.

Problem is, many organizations don’t recognize when sales and marketing aren’t aligned – and that relationships are ineffective and opportunities are missed.

Here are seven signs that sales and marketing aren’t aligned and how to get them in sync.

The changing role of decision makers: Are you keeping up?

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Your customers have experienced a fundamental shift in their responsibilities.

Decision makers for companies no longer expected to worry about today’s problems. They’re paid to anticipate and shape the future.

Have you recognized the shift? More importantly, have you adjusted your sales approach accordingly?

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