Who do your customers and targeted prospects compete with, how do they win business and how can your expertise affect the results. How can you impact their business with what you bring to the table? That’s what inquiring minds are waiting to hear. That’s probably what your customers and prospects are waiting to hear also. Start by assessing the key issues facing their company and market segment, what they’ve been doing in the past and how it’s worked and maybe most importantly, how open are they to change. Having this information gives you a better opportunity to be successful in developing new clients and growing your existing business.
Where does this all start? It starts with a discipline of building accounts, not chasing orders. It starts from the top down in how you structure your sales organization and lead them to capturing the business that will benefit you in the long term. Begin with an evaluation and analysis of your current clients and what an ideal prospect looks like, the strengths of your sales team and go-to-market strategy and how your marketing efforts will create a greater awareness of your company and ultimately make the phone ring.
Develop a best-practices sales process that is clearly defined, has room for bringing out the best in your reps but is scalable and repeatable. This gives the members of your team the tools to successfully develop new business, build relationships and provide for the right amount of account management that is aligned with your internal client support team. What’s next? Now we go, now it’s time to execute on your strategy and lead your team to making a positive impact on your customers’ business and an overall higher level of sales productivity.