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Marot Associates believes that a well designed sales and marketing strategy will help prevent many sales issues, as well as give a clear direction for a company’s business growth. However, how many business owners write a plan or strategy and then never look at it again? Please contact us to see how an effective Sales and Marketing Strategy will help your business to sell more. Enter your email address to subscribe to this blog and receive notifications of new posts by email.
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I can’t tell you how many times I have heard a variation of that over the years (including from inside my mind back in the day). Know how to handle objections and have answers for as many of them as possible (I’ve seen this done so beautifully on some websites also). In the previous blog post, we learned about how transformational leadership is needed in any kind of renewal process. In most cases, a good First Six Months Plan Template will result in clear visibility to your board or management, and a reputation will be established for both accomplishment and transparency. As the first six months come to an end, a smooth transition to a Rolling Twelve-Month Plan as described in the section on 3×3 Process for Business Transformation will ensure continued progress.
A Little About UsBusinessExcelleration provides management consulting & CEO advisory services to companies planning for future growth, navigating tough markets, or facing operational challenges. Until recent decades the term ‘strategy’ was associated with military conflicts and used to win battles. There are thousands of salespeople, many of whom have risen in the ranks to become leaders in their field who have had at least a fleeting exposure to the ideas and leverage available to those who use strategy well.
I use the term ‘fleeting’ because the sales training courses referred to above were rarely more than three days long and strategy would be covered in one of 8 or 10 modules. Later, after TAS was absorbed into Seibel, I built my own 'High Value Complex Sales Methodology' training course. Sporting examples are the easiest to relate because the action takes place within confined parameters such as distance, time, or score. Perhaps all athletes aspire to be the best, yet so many of those that take part in top events have little hope of winning. More than having the necessary information, the ultimate strategist has such a grasp of the principles involved in formulating and executing effective strategy that he or she can correctly anticipate a competitor’s intentions. There are great parallels between the circumstances of battles and those of vendors competing for a particularly attractive piece of business. Expert advice, tips, and sales training enablement content for today's leading sales and learning professionals. Fewer than 10% of organizations properly translate sales strategy into action, and many make no attempt at all to do this. People such as you don’t become leaders in a sales organization by having a lack of smarts or a limited vision.
If you’ve been in the role long enough to get through the “honeymoon” period, you probably have enough history to look back to see whether or not you’re on track. But if you’re not where you need to be, it could mean one of a few things: either your sales strategy wasn’t correct, conditions changed and now your assumptions are no longer valid, or you haven’t properly executed your sales strategy. Identify six sales reps (two high performers, two middle performers, and two lower performers) and 3 sales managers. For example, if your objective is to grow by cross-selling and upselling new services into existing accounts, ask the rep to demonstrate using you as the client. If you get a variety of answers and those answers aren’t what you expected, then you’ve identified a problem. Don’t assume that your people know what to do, what to say, and how to do and say what you need them to do and say to get the results you expect. Every day, Richardson works with sales leaders to help them execute strategic account management initiatives in their organization. Six Key Account Best Practices to Help Execute Your Sales Strategy. Click here to download.

As Chief Strategy Officer, Dario Priolo is responsible for driving Richardson’s market, product, and corporate strategy and planning — sharing critical insights with clients to help them win in today’s changing market place. Enter your email address to follow our blog and receive notifications of new posts by email. Richardson is a leading sales training and sales effectiveness company with over 30 years of experience.
We are the “how” to the “what.” We are the only company that provides an emphasis on the skills necessary for your sales professionals to execute properly and enable them to succeed. The report researched the programs and initiatives that organizations are using for sales training and any patterns in how these organizations leverage external providers to assist in achieving performance goals. The mission of the Sales Excellence Review is to provide you and your teams with tips, insight, information, and best practices for improving your sales performance. It’s pretty simple.  Let me help by breaking it down for you in as basic a set of instructions as I can create. Sounds pretty easy right?  It is…it’s always us that makes it hard.  Watch the video below where I share a few tips on how to increase online sales using video.
If you haven’t even got a simple one page strategy documenting how your business sells its products or services, then you certainly have a strategy that is putting the success of your business on the line. We work alongside the business to help them design their winning strategy, ensure that it is effectively implemented and that the benefits of profitable growth are fully realised.
Unless you’re selling overpriced water at an event that they won’t let you bring water into!!! The First Six Months Plan Template is a living document.  As time progresses, it should serve as a tracking mechanism for milestones met or not met, using simple visual clues. These days the term is widely used to encompass an overarching approach to achieving any objective. Through the last decade of the last millennia, several well known high end sales training courses included a fleeting education in the use of strategy to win particular sales opportunities.
I had my Team at SGi take the Holden Powerbase course which included a section on strategy. Through these multiple iterations including having to understand sales strategy sufficiently well to create a unique spin on the theme, I came to feel confident about using and teaching the subject. Let’s consider Mo Farah who won gold in both the 5000 meters and 10,000 meters at the 2012 London Olympics.
Some people refer to this as the ability to close the “knowing-doing gap.” I know what I’m supposed to do, but I don’t know how or lack the discipline to change. When you were being considered for your leadership position, you were probably judged relative to a number of other candidates, and in the process, you probably engaged in serious dialog around the expectations of the position and what you felt was necessary to do to meet or exceed those expectations.
Call each rep individually and ask them what they’ve started doing, kept doing, and stopped doing since the new strategy was announced. It is one thing to parrot back the strategy, but it’s another to actually translate the sales strategy into actions required to execute. Listen to what they’re saying, and challenge them with a few hard objections to see how they respond.
Variables are by nature changing over time, so it is recommended that you don’t conduct this exercise once and then rest comfortably on those results. Methodically map out the processes you expect your sales team to follow and conversations they should be having with their clients. We evaluate sales talent, create capability and consistency through world-class sales training, and drive change through your ranks.
With you, we establish sales best practices, evaluate talent, build capability and consistency through world class training, and sustain necessary change.
We want to help you understand what you need to know and what you need to do to be successful and meet your personal and company objectives. We help the business to fully understand the benefit of having an effective sales and marketing strategy that will really drive the success of their sales performance by supporting their sales process.
For example, highlight completed items in green, incomplete items in red or yellow, deleted items crossed out.  You can even make your Six Months Plan accessible online, with click-able details for each item.
Twenty two teams, each with nine riders, will start the race with the plan to come out victorious.

At the end of every stage in the TDF it's typical to see a quick interview with the winner of the day. If required actions aren't obvious, the strategy is not serving its purpose and should be renewed or revised. While detailed intelligence about a competitive vendor’s capability may be public, discovering their plans, learning about their relationships with customer staff, and understanding the customer's unofficial decision making process is difficult. More so, the customer is the prize, akin to the territory that most battles are fought over.
You sold your CEO or your board on your sales strategy and vision and your ability to execute. Ask for specific examples about what they’re doing to verify that they’re not just telling you what you want to hear. Instead, get in the habit of testing once a quarter or even once a month to monitor progress. However, getting your team on the same page takes some work; nearly half of all strategic initiatives fail because of people-related problems. Encourage your sales managers and leaders to lead by example, not in a vacuum or behind a closed door. Through our time-tested customization process, we ensure your solution reflects your unique culture and values, which drives rapid adoption and lasting results.
If the Tour were all about business, you could easily equate the winning of the Tour de France to that of closing a mega target account at mega key account level. In almost every case, the winner will point to the fact that he was victorious that day because he and his teammates stuck to the plan they had laid out; they were each focused on doing what they knew they needed to do. In its purest form it deals with competitive situations where there is a clearly defined outcome. Target Account Selling became perhaps the best known of the genre of sales courses delivering a ‘High Value Complex Sale’ methodology. If you are dominant (have run in the fastest times) and on form you might opt to dishearten your competitors by setting a fast pace all the way. At the end of the day, your people need to know exactly what they need to do differently to support your objectives, and then they have to go about doing it.
Keep a control group of interviewees and introduce new ones, and also conduct surprise tests in the interim to get a truer sense of what’s going on. If you are a sales leader planning to implement a new strategic management initiative, please call us at 215-940-9255, and we will be pleased to share these insights with you. It could be a wreck on the road or even a sickness like the stomach flua€¦  but regardless, the person who wins the TDF is paying attention to what is going on all around and is making the right adjustments to put himself in the best possible position.
As such, the study of strategy, its use and the outcomes attributed to good use, has much to offer sales organisations and individuals.
I attended two programmes delivered by accomplished instructors and eventually got my wings.
If you are slower than the leaders in your group, you need a different strategy that plays to your strengths. This has a strong correlation to the business world and is an excellent lesson in sales strategy. Please share your observations about the business lessons and sales strategies we can all learn from.Matt Sunshine is Executive Vice President at The Center for Sales Strategy. The best, most thought out plan might not always worka€¦  a true professional is paying attention and is not afraid to make the needed adjustments to insure success for the client.
By paying attention, not only will you be victorious, but you will also earn a very happy and satisfied customer.

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