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    Developing A Sales Strategy

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    Janelle Boquida
    A sales strategy is a plan to generate revenue by selling products and services. It differs from a marketing strategy which focuses on visibility, while a sales strategy concentrates on making actual sales. Developing a sales strategy involves defining buyer personas, identifying the goals and challenges of different customer segments, and creating tailored marketing and sales approaches. An effective sales strategy uses both inbound strategies that attract prospects and outbound strategies that reach out to potential customers to generate leads and close deals.

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    Developing A Sales Strategy

    Uploaded by

    Janelle Boquida
    62 views21 pages
    A sales strategy is a plan to generate revenue by selling products and services. It differs from a marketing strategy which focuses on visibility, while a sales strategy concentrates on making actual sales. Developing a sales strategy involves defining buyer personas, identifying the goals and challenges of different customer segments, and creating tailored marketing and sales approaches. An effective sales strategy uses both inbound strategies that attract prospects and outbound strategies that reach out to potential customers to generate leads and close deals.

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    Developing a Sales Strategy

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    A sales strategy is a plan to generate revenue by selling products and services. It differs from a marketing strategy which focuses on visibility, while a sales strategy concentrates on making actual sales. Developing a sales strategy involves defining buyer personas, identifying the goals and challenges of different customer segments, and creating tailored marketing and sales approaches. An effective sales strategy uses both inbound strategies that attract prospects and outbound strategies that reach out to potential customers to generate leads and close deals.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    62 views21 pages

    Developing A Sales Strategy

    Uploaded by

    Janelle Boquida
    A sales strategy is a plan to generate revenue by selling products and services. It differs from a marketing strategy which focuses on visibility, while a sales strategy concentrates on making actual sales. Developing a sales strategy involves defining buyer personas, identifying the goals and challenges of different customer segments, and creating tailored marketing and sales approaches. An effective sales strategy uses both inbound strategies that attract prospects and outbound strategies that reach out to potential customers to generate leads and close deals.

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    DEVELOPING A SALES

    STRATEGY
    A sales strategy is concerned about generating real,
    quantifiable profits. No matter how good your
    product or marketing plan is, it will be for nothing if
    your sales process can’t produce results.
    TOPICS:
    • What is a sales strategy
    • Why do you need a sales strategy
    • Types of sales strategy
    • Keys to developing a sales strategy
    • How to build a sales strategy
    • Best practices for a sturdy sales strategy
    • Optimizing sales strategies with CRM
    • What is a sales strategy
    A sales strategy is a plan by an individual or a company to sell
    products or services to generate and increase revenue. It enables you
    to sell your products or services over and again successfully. This
    strategy is always tested, evaluated, and optimized to achieve the
    desired results.
    • Difference bet. Marketing strategy and Sales Strategy
    A marketing strategy focuses on increasing the product/service’s
    visibility
    A sales strategy concentrates on actually selling the product/service
    • A sales strategy helps
    • What are the types of sales strategies
    1. Inbound sales strategies
    involve attracting prospects to your website
    creating a website, writing blogs, and optimizing web pages are
    some ways to attract your potential customers.
    prospects are actively looking for a solution or information
    regarding their needs
    more prone to purchase from you
    at this stage, your salespeople act as consultants who educate
    prospects, address their questions and concerns, and nurture them
    through their decision-making process. 
    2. Outbound sales strategies
    allow you to reach out to potential customers, spread the word about your
    product or service, and finally sell to them. 
    This strategy is built on the foundation of knowing who your prospects
    are
     Steps:
    a. equipping your sales team with Buyer Persona (BP) and Ideal Customer
    Profile (ICP) documents. 
    b. lead generation strategies
    c. Prospecting
    d. Getting customer’s interests
    e. Sales pitch
    f. Close the deal
    Buyer Persona
     a fictionalized characterization of your best customer(s) based
    on information about them and how they use your product or
    service.
    • How to Define Your Buyer Personas in 5 Steps
    • Step 01: Research Buyer Personas
    • Step 02: Segment Buyer Personas
    • Step 03: Create a Name and a Story
    • Step 04: Focus on Roles, Goals, and Challenges
    • Step 05: Use Your Buyer Personas to Craft Tailored Marketing
    & Sales Strategies
    • Step 01: Research Buyer Personas
    You have to have a good grasp of who is buying from you?
    Start questions
    Example:
    If an employee:
    • What does their job look like?
    • Are they your company's primary point of contact?
    • What are their roles at work?
    • Do they manage people or processes?
    • Do they have to answer to a boss or supervisor?

    If a household
    • What does their home life look like?
    • Do they have any hobbies?
    • How old are they?
    • Are they married or single? Kids or no kids?
    • Step 02: Segment Buyer Personas
    According to:
    - Industry – Academe (public or private), business, NGO
    - Job Title – CEO, Employee

    Step 03: Create a Name and a Story


    • The point of defining buyer personas at all is to help you market and sell more
    personally. Giving your buyer personas names makes it personal. Once you've got a
    name in mind, start writing down everything you discovered in your research.
    • How old is your persona?
    • What job titles might they hold?
    • Where do they live?
    • What hobbies do they have, and what do they like to do outside of work?
    • What are their career goals? Are they looking to move up, or just hoping to cruise
    through to retirement?
    • Step 04: Focus on Roles, Goals, and Challenges
     buyer persona roles
    - parents?
    - employees ?
    - teachers?
    - NGO volunteers?
    - business owners

    Value: When you know what a person does and what roles they play in
    their life, you can create content that speaks to those specific roles.
    • Step 04: Focus on Roles, Goals, and Challenges
     buyer persona goals
    - CEO – improve business profitability
    - parent – let their children be successful
    - employee – move up in the company
    - retirement

    Value: Understanding a buyer persona's goals is key to offering them


    personalized, helpful service. 
    • Step 04: Focus on Roles, Goals, and Challenges
     buyer persona challenges - pain points of each buyer persona
    What is keeping them from reaching their goals? 
    For parents; for executives
    What parts of their job are difficult?
     Are they worried about making big investments?

    Value: The more challenges you can identify for each persona,
    the more opportunities you have to deliver solutions. And the
    more solutions you deliver, the more attractive and helpful your
    company is to those qualified leads.
    • Step 05: Use Your Buyer Personas to Craft Tailored Digital
    Marketing and Sales Strategies
    • Help familiarize your sales and marketing teams with each buyer
    persona.
    • Create ad campaigns that correspond to each buyer persona's
    favorite platform.
    • Develop content that speaks to the specific pain points and
    challenges identified in your buyer personas.
    • Take stock of your existing content. Does it speak to one or more of
    your buyer personas? If not, make some changes.
    • Optimize your landing pages to speak to buyer personas, and in
    their language.
    • Group Activities: Conceptualize a buyer persona.
    • Instructions:
    a. Use slide # 3 for topic:
    Group 1 : Parent
    Group 2: CEO
    Group 3: public school teacher
    Group 4: NGO volunteer
    Group 5: a movie artist
    2. Conceptualize a buyer persona (use steps 1 to 4)of the assigned
    topics. Write down as many descriptions of your buyer persona
    as you can. Use the template:
    TEMPLATE:
    Step 1: Research
    Pls identify the links of the topics you researched from.
    Example:
    1. https://evenbound.com/blog/step-by-step-guide-to-defining-your-bu
    yer-persona#what-is-a-buyer-persona

    Step 2. Possible market segments of the assigned topic.


    Example:

    Persona of: Segment


    Parents Solo-parent
    Plain household
    Working parents
    TEMPLATE:
    Step 3: Description and discussion of the persona you are
    assigned to:
    Examples:
    Public school teachers work with students in free public schools.
    They can work with students in any grade level from Kindergarten to
    twelfth grade on any ...
    TEMPLATE:
    Step 4: Identify the roles, goals and challenges:
    Example:

    Topic Roles Goal Challenges


    Employee - CEO  - setting and sustainability, How to increase
    executing the profitability and ROI?
    organization's development of
    strategy, the company he or
    - allocating capital, she works for.
    - building and
    overseeing the
    executive team.
    For Step 5: Based on the challenges (of the segment that you
    have identified), identify a need and from the need, choose a
    product. Execute an ad campaign that would sell the product
    /service you offer. Prepare 2 ad campaigns. 1 for print
    advertisement and 1 for digital/video advertisement.
    For example:
    Topic: employee
    Segment: CEO
    Challenge: How to make employees effective in terms of Customer
    Relationship Management
    Product you offer: Customer Relationship Training
    Modules
    Basis for grading:
    1. For steps 1-4
    Correctness of ideas 15
    Coherence of ideas 10
    Presentation of Ideas 10
    Overall 5

    2. For step 5
    Message 15
    Presentation/Execution 15
    Groupings:

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