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Sales Strategy

Understanding “SALES” – a Beginner’s Guide

What Is Sales?

“Sales” is a term widely used to describe the activities that lead to the selling of goods or services. Businesses have sales organizations that are broken up into different teams, and these groups often determine based on what region they’re in, their product/service sold, and who it’s being offered to.

By definition “sales” refers to all activities involved in acquiring customers by providing them with an offer; however, there’s so much more than just making contact during this process – it includes researching potential prospects as well as understanding how your company interacts with its current customer base while also considering new ways of pitching your products or services to potential consumers.

The best way to get the most qualified leads is through marketing, but sales play a huge role in a lead generation too. Marketing and Sales have different processes for generating leads, yet both create revenue at some point.

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Types Of Sales:

Inside

Sales teams who engage remotely with their prospects and customers often follow an inside sales approach. This means they sell from within the company, which has many advantages including leaner processes that are structured by hours.

Outside

On teams where salespeople break face-to-face deals with the prospect, they are following an outside sales approach. This implies that they are selling from outside their company — traditionally through door-to-door field sales. These teams do not have a strictly regimented process which allows freedom and flexibility for reps to develop and implement their own sales strategies.

B2B

B2B companies are businesses that sell products and services to other businesses. They’re not geared toward the general public, but rather for individuals who run small or large enterprises alike. B2Bs can support both SMEs (small-to-medium sized enterprises) as well as corporate giants with their goods and expertise; they even provide a way of extending your company’s brand.

B2C

Unlike B2-B sales, which revolve around complex transactions between a company and its consumers, business-to-consumer (or B2C) deals tend to be of lower price value. These multiple deals can include many customers with different needs that vary in complexity.

Business Development

Business development is the process of generating new business and qualifying leads. Business developers, who are typically management-level employees in charge of this function for many companies, play an important role in sales as they generate prospects that otherwise might not have been available to a company’s sales professionals. Once qualified, the Business Development Managers pass on potential leads to their colleagues in sales, for closure of a deal.

Agency

Agency sales involve generating and converting new leads to sign onto service packages in offering from an agency. According to research, the average agency sales cycle is between 31 and 90 days, with most agencies bringing on 1-3 new clients each every month. In the agency sales space, clients are typically signed either by project or as a retainer.

For those who are just starting in this space (or looking for a career change), you must know what you’re getting into so that you can make informed decisions about your future path!

Consultative

Consultative selling is a style of sales that focuses on building trust with the customer to understand their needs before recommending specific products. This can be beneficial for both parties involved, as it builds an understanding between buyer and seller to find what’s best for them.

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eCommerce

These days, many companies sell solely online. As a result of this model, their customers experience the convenience and ease that comes with shopping from home without needing to interact with an employee or sales associate in person. For those who have staff members for other purposes but can’t afford to employ someone full-time as a salesman, eCommerce is one way they can still compete on price while maintaining customer satisfaction levels through customized targeted digital marketing strategies.

Direct

With a direct selling model, individuals can sell directly to consumers outside of traditional retail environments. With this method, sellers conduct the sale one-on-one with their customers and can earn commissions on what is sold. This form of sales is often used by network marketing representatives and real estate professionals who want more time freedom without sacrificing income potential.

Account-Based

Account-based sale is a trend that has been growing in popularity as business owners and executives are looking for more personalized, specialized services. Account reps have the opportunity to work closely with one customer at a time and develop authentic relationships by taking on their challenges as if they were theirs too.

Account-based sales is an innovative way of serving customers who need higher levels of personalization but don’t want pricey enterprise solutions or long contracts—and account reps get all the credit!

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Jargons And Their Meanings

  • Salesperson – A person who sales products or services to a potential consumer
  • Prospect – A person or enterprise to whom a salesperson sells products or services
  • Deal – Deal is the product or service that is offered to a prospect along with its pricing
  • Sales pipeline includes all steps in selling a process representing the position of a prospect in the sales cycle
  • Sales Plan – denotes the goals, strategies, objectives, and tactics used by an organization to achieve its sales target

Various Methodologies

  • Solution Selling -involves the selling of a customized solution to a prospective customer
  • Inbound Selling is the act of a sales representative’s response to a lead achieved from marketing campaigns
  • SPIN Selling – Situation – Problem – Implication-Need payoff; SPIN technique gives reps a study-based outline for functioning and finalizing deals with a stretched sales process
  • N.E.A.T. Selling is used to qualify leads and stands for: core needs; economic impact; access to authority and compelling events
  • SNAP Selling stands for: keep it simple; be invaluable; always align and raise priorities
  • The Challenger Sale: In challenger sales, the salesperson teaches prospects, tailors their communications, and takes control of the sale
  • The Sandler system: With this system, sales reps can build mutual trust with prospects by acting as advisors and asking questions to identify the challenges that are holding them back
  • Customer-centric Selling: With this method, the salesperson focuses on communicating with the key decision-makers in a sale and finds solutions to address their pain points
  • MEDDIC: stands for – metrics, economic buyer, decision criteria, decision process, identify pain, champion. The sales rep asks these questions to help prospects move forward in the sales cycle

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