Sales Strategy

30 Unique templates for Business & Marketing

 Value
Proposition

Target Target Suspects Prospects Customers Repeat

Customers Awareness Interest Consideration Conversion Loyalty

Sales

Sales Pipeline

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How long? Type your text Type your text Type your text Type your text Type your text

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6 Stages of the Solution Selling Process
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01 Stage

Prepare 02 Stage

Diagnose 03 Stage
Identify client’s pain
points Qualify 04 Stage
Research client’s
history Ask open-ended
questions Educate 05 Stage
Determine if your
client is intrested in Solve 06 Stage
solution
Determine if they are Show client hpw you
authorized to make will solve their problem Close
purchase Show client why you
are cost-effective Send similar case
studies
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 6 Stages of the Solution Selling Process

Identify Connect Explore Advise

Strangers Leads Qualifies Leads Opportunities Customers

Awareness Consideration Decision

 Financial Value
Performance Proposition
and Market and Value
Drivers Disciplines
Sales Strategy
Best Practices
of Winning
Change Sales Lorem Ipsum is simply dummy text of the printing
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Leadership Channels and survived not only five centuries, but also the leap into
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People Operations
 Sales Team Strategy
Process People
- Customer Journey - XX of Employees
- Methodology - Org Roles and Design
- Governance - Comp Plan
- Active Management - Employee Journey
- Cross-functional - Recruiting and Hiring
Processes - Onboarding and
- Lean Development
- Automation - Evaluation and
Advancement
- Culture and Values
- Norms and Environment
Infrastructure Partners
- Sales CRM - Distributors
- Communications - Consultants
- BI and Reporting - Integrators
- Market and Customer - Marketing Partners
Intelligence
- ERP
- Collaboration
- Knowledge Management
 People

Sales Team Strategy

Lorem Ipsum is simply dummy text of the printing
and typesetting industry. Lorem Ipsum has been the
industry's standard dummy text ever since the 1500s,
when an unknown printer took a galley of type and
scrambled it to make a type specimen book. It has
survived not only five centuries, but also the leap into
electronic typesetting, remaining essentially
unchanged. It was popularised in the 1960s with the Process
release

Infrastructure Parthners
 Sales Strategy

Sales Strategy

- Customer, Market and Territory Segmentation

- Coverage model and Channel strategy
- Sales force structure and size
- Behavioral blueprint

Sales Messaging Sales Process Sales Management Sales Competency and Behaviors

- Customer Engagement Strategy - New Customer Acquisition - Adoption Best Practices - Competency Model
- Sales Conversion Tool - Opportunity Development - Coaching Method and Tool - Gap Analysis and Priopity
- Marketing 2.0 - Account Development - Metrics and System Support - Sales Curriculum Development
- Pipeline Management - Sales Proces Integration to CRM

Adoption and Execution Plans

- Metric tracking and Analysis section

- Continuous Improvement through reinforcement
and refreshment
- Transformation readiness - The executive view

Sales Enablement Sales Management Development

- Sales process execution - Sales leadership disciplines

- Sales message communication - Coaching skills and practice
- Skills development - Team development
 Establish

Present solution
Deliver and
Evaluate
Contact and
Build
Relationship
High Level Sales
and handle
objections Process Outline
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Process Model industry's standard dummy text ever since the 1500s,
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release
Formulate
Solution

The customer Customer

believes we can commits to
deliver the allocate time for
solution presentation
 Organizational framework
of the sales process

Customer contact Involves decision Customer evaluates

company or is Agrees to take a makers and solution and makes
cold-called sales meeting stakeholders final decision

C
u Nurture in drip
st campaign
o N
Contact is made
m and customer is Discover and needs Solution Customer O
er qualified assessment presentation decides to buy?
YE
S Order fulfillment and
coordinate solution
implementation

S
al
es
Relationship is N
Kick-off and maintained and CX review and Customer O Defector study Nurture in drip
implementation enhanced NPS data gathered renews? conducted campaign

YE
S

Acc
ount
Man
age
 Sales
Sales per per month,
employee per quarter,

Sales Control per year

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industry's standard dummy text ever since the 1500s, per month, Average order
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per year Controlling
scrambled it to make a type specimen book. It has
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unchanged. It was popularised in the 1960s with the
release Ratio of new
Margin in customers to
industry existing
comparison customers
8 Stages Sales Cycle
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry's standard dummy text ever since the
1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries, but also
the leap into electronic typesetting, remaining essentially unchanged. It was popularised in the 1960s with the release

Offer product or service to

Generate leads Make contact with leads Analyze leads’ needs fulfill said needs

01. Prospect 02. Approach the customer 03. Determine needs 04. Present the offer

08. Suggest more sales 07. Follow up 06. Close the sale 05. Handle objections

Follow up with additional sales Provide services after the sale Transition the lead to a Handle objections calmly and
or recommendations, resulting to promote customer loyalty customer by making the sale offer solutions
in attracting new leads
Sales Strategy:
Pre-sale and Post-sale

Pre-sales Post-sales

Buying
Supposed Leads Potential Leads Qualified Leads Close Implementation Service
Opportunities

Acquire Leads Internal Sales Account Manager Account Manager Account Manager Account Manager Account Manager
External Sales External Sales Sales Engineer Sales Engineer Sales Engineer Engagement
Account Manager Sales Operation Account Management Account Management
(Distribution) Customer Success Customer Success Customer Success
Channal

Roles
 Group A

Sales Strategy
Group H Group B

Lorem Ipsum is simply dummy text of the printing and typesetting

industry. Lorem Ipsum has been the industry's standard dummy
text ever since the 1500s, when an unknown printer took a galley
of type and scrambled it to make a type specimen book. It has
survived not only five centuries, but also the leap into electronic
typesetting, remaining essentially unchanged. It was popularised in
Group G Group C the 1960s with the release
Segmentation
Features
Potential - decision-makers, decision-making authority,
budget size.
Demographics - age, gender, lifestyle.
Behavior - first buyers, repeat buyers.
Media - Internet, telephone, brochures.
Group F Group D Consumption - brand loyalty, product selection.
Company - department, position, experience.

Group E
 Customer

Find Acquire Retain

Customer
Market Analysis Marketing Sales relationship
management

Marketing target Data quality Customer structure

Acquire data Evaluate potential groups Marketing dialogue Planning Controlling management analysis
A Sales Approach

Product Product Selling and Profits Through Sales

Innovation Commercialization Promotion Volume

Starting Point Focus Means Ends

Profits Through
Market Customer Marketing Mix
Customer
Segmentation Needs Optimization
Enchantment

A Marketing Approach
 Strategic Sales Control

Comparison
of strengths
Competitor Features Notes
and
Weaknesses
Very poor Poor Average Good Very good

1. Services Type your note here

2. Customer loyalty measures Type your note here

3. Product improvements Type your note here

4. Identification of trends Type your note here

5. Production Type your note here

6. Quality assurance Type your note here

7. Employee satisfaction Type your note here

8. Fluctuation Type your note here

9. Order situation Type your note here

10. Liquidity Type your note here

Strengths
What do you do particularly well?
What’s do you do that is unique in
the “marketplace”?
What do your customers, clients and
patrons ask you over and over again?
What tools and resources do you
have to accomplish for your tasks?
SWOT
Analysis
Opportunities
Are there new situations coming
down the road that you can take
advantage of (new programs being
offered, new tool available to you)?
Are there gaps in the market that you
can fill?
Are there partnerships that might be
fruitful?
Weaknesses
What do you do not feel comfortable
doing?
What needed resources, staff, or
skills do you lack?
Threats
Who is your competition and what do
they offer that you can’t do as well or at
all?
Are there “environmental" changes or
situations that could cause problems for
you and your programs?
What other roadblocks are being thrown
in your path?
SWOT Analysis
This technique, which operates by 'peeling back layers of
the company' is designed for use in the preliminary stages
of decision-making processes and can be used as a tool for
evaluation of the strategic position of organizations of
many kinds (for-profit enterprises, local and national
governments, NGOs, etc.). It is intended to specify the
objectives of the business venture or project and identify
the internal and external factors that are favorable and
unfavorable to achieving those objectives. Users of a
SWOT analysis often ask and answer questions to generate
meaningful information for each category to make the tool
useful and identify their competitive advantage. SWOT has
been described as the tried-and-true tool of strategic
analysis, but has also been criticized for its limitations.
Marketing Mix 6P’s
The term "marketing mix" is a foundation model for businesses, historically centered around product, price, place, and promotion (also known as the "4 Ps"). The
marketing mix has been defined as the "set of marketing tools that the firm uses to pursue its marketing objectives in the target market”. Marketing theory emerged in
the early twentieth century. The contemporary marketing mix which has become the dominant framework for marketing management decisions was first published in
1960. In services marketing, an extended marketing mix is used, typically comprising 7 Ps, made up of the original 4 Ps extended by process, people, and physical
evidence. Occasionally service marketers will refer to 6 Ps, 8 Ps, comprising these 7 Ps plus performance.

Main usage Advertisement Distribution and Conditions Electronic Employees

Side usage Sales Sales Rebate Processes Management
Additional usage Sponsoring Logistics Discount Technological CultureCustomer
Quality Sale Promotion Location Leasing Processes Service
Brand Event Direct Activities
Content PRP Indirect Activities
Packaging

Product Promotion Place Price Process People

Market Positioning
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry's standard
dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type
specimen book. It has survived not only five centuries, but also the leap into electronic typesetting, remaining essentially
unchanged. It was popularised in the 1960s with the release of

Form of Target groups

Price Advertising Offers Location Store interior
business

Positioning on the market

Sales Planning Process
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry's standard dummy text ever since the 1500s, when
an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries, but also the leap into electronic
typesetting, remaining essentially unchanged. It was popularised in the 1960s with the release of

Finish

Set sales Establish Monitor

goals sales budget sales

Develop sales Implement

Analyze sales strategy sales
situation
measures

Start
 Usage
Customer
Proactive maintenance
Experience Journey
-

- Follow up on trouble ticket

- Trouble ticket generation
- Cycling biling Customer reaction:
- Starts using the service

Delivery or/ and Installation

- Training
Loyalty curve
- Testing Need generation
- Invoice raise
- Installation - Searches internet
After
- Actual delivery Before

Initial consideration
Moment of purchase During - Calls contact centre
- Calls a channel partner
- Signs contact
- Final presentation
Engagement
- First interaction
Evaluation - Subsequent interactions
- Studies proposal - Solution presentation
- Calls in case of a query - Submission of quote
 Sales Mind-Map

Customers

Find Acquire Retain

Marketing Analysis Marketing Sales Customer Relationship Management

Evaluate Marketing target Marketing Data quality Customer structure

Acquire data Planning Controlling
potential groups dialogue management analysis
Develop a Sales Concept
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry's standard dummy text ever since the 1500s, when
an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries, but also the leap into electronic
typesetting, remaining essentially unchanged. It was popularised in the 1960s with the release

Market Strategy Market Segments Market Mix Action Plans

Own strengths, business Potential market segments

Product and sales strategies Sales and marketing plan
areas, potential and target groups

Market and competition

Customer analysis Communication strategy
information

Own positioning and market Target segments and Own marketing and sales mix
strategy customers
 Bad Lead Research
L
Prepare for the sales process e
Too Big Queue a
No Fit Queue d
Marketing Queue
Int’l Queue

Sales Process Prospect

Get to a connect

Unable to Qualify
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has been the industry's standard dummy text Schedule the assessment
ever since the 1500s, when an unknown printer
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Qualify and Discover
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Illustrate value of software r
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Closed Lost u
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Objections and Close i
Sign up new customer
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 Barrett Sales Strategy Model

Market Knowledge Competitor Knowledge Organisational Knowledge Customer Knowledge

Sales Strategy

Market Sales Sales Force Sales Sales Technology Sales Management Sales Force
Segmentation Messaging Structure Processes and Governance Development

Sales Metrics, Benchmarking and Evaluation

 Sales Strategy Framework

Account Targeting Strategy

Buying Situation

Buying Centre Relationship Strategy

Organizational Buyer
Account Salesperson Sales Strategy
Behaviour

Buying Situation Sales Channel Strategy

Buying Situation Selling Strategy

 Typical Misaligned Sales Process

Sales Cycle

Determining Conforming
Opportunity Differentiated Conforming Vision Value and Finalizing Mutual
Prospecting Identified Match Plan Negotiating Closed
Problems Power

First Meeting Pain, timeline, Discovery Demo, Summary Reference called, Close call
S Decision criteria, Schedule Demo of findings Activant preferred, complete,
al SOE Proposal review Ask order
es
E
xi
t
C
ri Buying Cycle
te
ri
a
Needs Recognition
Catalyst Explore Options Resolve Concerns Purchase

Recognize Problem Clear vision of Preferred solution Risks considered Issue order
B solution identified
u
y
er
E
xi
t
C
ri
te
ri
a
 Customer Journey
Social & online
ads Offers

Search Website Survey

Direct mail Shop Blog

Word of mouth Booking Social media

Radio, TV, Print

Consideration Service Emails Advocacy
ads

Awareness Rewiews Purchase Knowledge base Loyality

Blog Emails Rewiews

Help desk &

Infographics Charts Share

Video Social media Engage

Media App Recommend

 Customer Journey

Awareness Consideration Purchase Service Loyalty

Steps Placeholder Text Placeholder Text Placeholder Text Placeholder Text Placeholder Text

Touchpoints

Online Landing Sign up Engagem Shart Articles Social Webshop

All Departments ads page page ent options Reviews media Vendor
Blog App Product Interactio All Rate Blog Online
Marketing
content discovery page n futures content ads
Design News Webshop Social Emails Optimizat Reviews
Sales release media ion
Engineering