Helping people and businesses sell better

Overview Sales Strategy

  • Design a Sales Strategy
  • Sales Segmentation
  • Develop meaningful Value Propositions
'Our only regret... we didn't do this process 12 months earlier'... Often confused with marketing strategy, from a sales perspective, the Go-to-Market Sales Strategy is the mechanism by which an organisation delivers its unique value proposition to segments within given target markets. Working with an organisation's senior executives, Barrett's Design a Sales Strategy Process includes...
  • Defining Sales Segments to determine the most effective strategy and Go-to-Market plan for each segment
  • Articulating a Value Proposition(s) that enhances the customers’ business creating a distinct point of difference and competitive advantage
  • Sales Performance Criteria (KPIs) that focus and drive excellent sales effort on a sustained basis
  • Performance Measures and methodologies for monitoring, measuring and sustaining sales momentum
Sales segmentation has become the more powerful way to improve sales effective targeting. Not only does micro (sales) segmentation enable sales to focus on growth areas and reduce unnecessary effort, because of its three-dimensional view of segments - attraction of the supplier to buyers in a segment, attractiveness of the segment to the supplier and competitive position in the segment, it minimise the number of competitors in play, reduces the cost of sales and shortens the sales cycle. Sale segmentation is about micro-marketing - identifying potential buyers in a territory and how best to reach them in order to...
  • Improve sales performance
  • Provide salespeople with direction
  • Identify how the organisation is positioned relative to available alternatives and thereby improving sales closing ratios
  • Interpret the position of the organisation in a segment and develop more effective strategies for success
One of the most potent, but often overlooked tools in the sales armoury is the value proposition - a statement that clearly describes the value that a buyer will receive in making a purchase decision, explained in a manner that not only motivates that buyer, but that defines the value in a way that differentiates the organisation. A meaningful value proposition...
  • Gives your company the opportunity to develop a competitive advantage, by differentiating you from your rivals
  • Provides salespeople with an effective way of quickly positioning your organisation
  • Enables salespeople to give buyers a reason to consider a purchase
  • Provides marketing with collateral that aligns with the sales message

Why is it important?
With increased cost of sale, less differentiation and an increase in competition those organisations that fail to develop sales strategies and re-think the way they operate are likely to find continued pressure on margins, coupled with diminishing sales volumes.

The new paradigm in selling demands that sales forces become proactive rather than reactive. The challenge is that when sales mangers think of their sales force they seldom consider the support needed to provide direction, focus, sustain momentum and support sales in the field in the face of both market forces and continually aggressive competition.

Barrett's powerful Designing a Sales Strategy does.

Who is it for?
Designing Your Sales Strategy is an executive development programme created specifically for sales leaders, managing directors and senior executives in the organisation responsible for directing the sales operations of the enterprise.

Program overview
Designing Your Sales Strategy is a practical programme that is designed to help sales leaders understand, develop and deploy a focused own sales strategy that helps the organisation gain and sustain a competitive advantage.

Delegates learn how to conduct a thorough SOFT analysis and then use blue-sky thinking to recreate a sales operation that is geared for the challenges of the 21st Century.

Benefits and actionable outcomes
Candidates leave this 2 day workshop equipped with a full understanding of sales strategy and the models, tools and metrics needed to conduct a thorough analysis of their sales operations.

Because the programme is case-study based candidates gain experience in defining their position in different sales segments, developing positional sales strategies and defining tactical activities to support the strategy.

 

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  • Outcomes you can achieve by working with Barrett:
  • Barrett's Portfolio of Consulting Services
  • lift business performance by designing the sales culture and business culture
  • design your ideal sales force
  • create a healthy,  productive, high performing sales team
  • embed more sustainable business practices that grow revenue
  • refresh your thinking, ideas, actions and results
  • develop career paths and succession planning
  • define clear performance expectations and more accountable performance management

Barrett's extensive portfolio of experience, skills and knowledge in the sales environment covers every aspect of all forms of selling, customer relationship and sales management, including...

  • Sales strategy consulting & development
  • Sales leadership mentoring
  • Sales force design and blueprints for development and selection
  • Sales leadership psychometric assessments for selection & development
  • Sales & customer perception research and mapping
  • Barrett also has a full suite of training modules & programs across the sales, service & sales leadership spectrum
  • Barrett Sales Blog
  • Barrett Videos
  • Testimonials - Clients - loadposition within article
Go to the Sales Blog to see more articles.
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Amanda Gome, CEO Private Media smartcompany.com.au and crikey.com.au
I first approached Sue Barrett to write for SmartCompany when it launched three years ago. I approached her for several reasons. Firstly she had a unique approach to selling. She looked beyond the quick sell to explain to people how to build sustainable and profitable relationships. Secondly she was a great presenter. Many sales people on the circuit turn people off with a very pushy, gimmicky approach and Sue presents as highly intelligent, caring, ethical and extremely positive.Thirdly I knew she got results because I knew clients who had used her including my own sister!  I would always say when starting a writer that we don't know how many columns they have in them: whether one, six or they can last the distance. From our experience a new writer can write one column and find it was very hard work so they don't continue. Then others have nothing else to say after the sixth column and start to repeat themselves. But Sue, week after week, serves up terrific, intelligent copy that is thoughtful, insightful and extremely helpful for our readers. She is also very professional and adheres to deadlines.She is been part of the reason SmartCompany is so successful.
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