Top 3 Sales Strategies to Employ Immediately! |
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 Leading sales organisations are not waiting and hoping. They're taking action now. Here are three sales strategies that your organisation can immediately begin to employ:
- Define your "demand creation" sales approach. Sales and Marketing must create demand if you are going to generate enough momentum to get past "The Five Questions" that your buyers are asking. Begin by establishing your company's demand creation strategy. Then identify what skills your people need to start using / stop using to execute that sales strategy effectively.
- Develop provocative prospecting and selling messages. Effective selling in a recession needs to provoke buyers out of their inertia. Prospecting messages that describe "who we are and what we do" don't work when demand is low. Coach your salespeople to build provocative (not informative) sales messages.
- Leverage your Marketing department to create these messages. Too many organisations leave it up to the salespeople to generate effective messaging that resonates with buyers in this economy. Marketing is well positioned to create the messages, questions and playbooks that can then be used by the sales force in the field.
Companies that choose a "ride it out" response to the their current troubles may find in the near future that they have survived the storm - but have lost ground to competitors who have taken advantage of the crisis and have consequently emerged stronger and better equipped for growth.
A punch in the face is rarely fatal. Recovery begins with the three steps above. Then, be smart about preparing your people to execute. Make sure your sales teams get the skills to leverage your value proposition in ways that will help your clients to realise how necessary, maybe even essential, your offerings are.
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