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
Trudy Forster, Sales and Marketing Manager Aquarium Industries Pty Ltd
Without doubt, the training and mentoring package provided by Barrett Consulting is the best that I have seen in over twenty of sales and management experience.  The Barrett's approach combines the benefits of high-level sales training, tailored to our individual requirements, with a comprehensive mentoring program for senior management.  This translated into a holistic approach to all levels of our Sales recruitment, training and retention program.  In addition, the Barrett's team supported management throughout the entire business, regardless of discipline, as we underwent a dramatic and exciting restructure.  Their input was vital to the development of cultural change inside the business, which has translated into increased sales and profitability for the company.  Thank you Barrett Consulting!
FacebookTwitterGoogle BookmarksRedditLinkedIn
  • 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
Go to the Sales Blog to see more articles.
Subscribe to receive free weekly tips and advice
Read More
Read More