Strategy
Sales Strategy
A Salesguys SME sales strategy, like its name suggests, is a document that outlines your business' goals in relation to the selling of products or services.
Typically a sales plan will be organised around central goals for the business to reach its financial targets. This is critical in any SME where resources can be limited.
A sales strategy consists of a plan that drives behaviours and activities to deliver on revenues, It utilises key marketing collateral to take opportunities from the lead generation stage to a successful sale. Successful strategies help the sales force focus on target market customers and communicate with them in relevant, meaningful ways. Sales representatives need to know how their products or services can solve customer problems. A successful sales strategy conveys this so that the sales force spends time targeting the correct customers at the right time with the right message.
The Sales strategy will also focus on existing customers as well as new business with a view of incremental growth from existing customers and customer retention.
Marketing Strategy
The Salesguys SME marketing plan is a blueprint for reaching your customer base. The first step in developing the SME marketing plan is to consider who your target customers are.
Customers
Ask yourself who your main customers are, what they are looking for and if you are able to provide it. Then think where is the low hanging fruit, where our value is the greatest.
USP
Having a strong unique selling proposition (USP) is of critical importance as it distinguishes your company from competitors. Ensure that you leverage those differences to the max.
Pricing
Your pricing and positioning strategy must be aligned. For example, if you want your company to be known as the premier brand in your industry, having too low a price might dissuade customers from purchasing.
Access
Your market access plan details how customers will buy from you. For example, will customers purchase directly from you on your website? Will they buy from distributors or other retailers?
Reach
How do you reach your prospects and drive Brand awareness and lead generation. Advertisements, Trade shows, Industry Associations, Direct Mail & on-line all need to be considered to ensure the optimum blend.
On-line
Most customers go online these days to find and/or review new products and/or services to purchase. As such, having the right online marketing strategy is critical to help you secure new customers and gain competitive advantage. Key words, SEO, Paid Online Advertising Strategy, PPC and Social media are all critical considerations fro developing reach online.
Sales Tools
Key collateral such as case studies, ROI calculators, sales scripts, Partner portals etc all enhance the closure rates of the sales team.
Outsourced Sales
SalesGuys is a sales outsourcing company that focuses strictly on developing dedicated sales teams for SME clients.
We will incorporate our extensive business management consulting and executive sales and marketing experience into a solution that reduces the risk for our clients. Our dedicated direct sales teams excel in client acquisition in the SME marketplace through following a highly structured sales process and customer product/service information.
Virtual Sales Leader
There are many reasons why you might want to consider hiring an interim Sales Director for your SME, such as :-
- You want to retain a high level of sales and business development expertise but don’t want to commit to a full time employee either.
- You want to cover a short term absence from the business or fill a key gap whilst a new Sales Director is recruited.
- You have a very specific sales issue to address, yet don’t want to divert key staff from business as usual.
- You want a second opinion.
- You need to remove a short term road block to higher sales, greater profits, bigger turnover and market share.
- You want to improve efficiency and effectiveness across the sales function – process and people.
- You want discrete and appropriate intervention to improve sales performance, without any long term commitment.
- You want a quick and sustainable solution to key sales issues.
- You want to support your sales team, your senior management team, the board.
SalesGuys offer our SME clients Sales Leadership on short- medium term assignments.
Channel Strategy
A Salesguys SME channel strategy is a company's plan for moving a product or a service through the chain of commerce to the end customer.
Product manufacturers and service providers face a number of channel options. The simplest approach is the direct channel in which the company maintains its own sales force to close deals with customers or sell its products or services through an e-commerce website.
In addition, SME's can sell through value-added resellers (VARs), companies that bundle a vendor's product or service with other products and services to provide an overarching solution for customers. In addition to retailers, VARs and distributors, managed service providers (MSPs), consultants, systems integrators (SIs), original equipment manufacturers (OEMs), ISVs, wholesalers and distributors may also serve as channel partners. A company pursuing indirect channels will often create a formal partner program to manage relationships with its business allies.
Compensation & Reward Planning
One of the biggest management challenges for a growing SME business is compensating salespeople effectively. You know you need an incentive compensation plan that.
encourages your sales force to land new accounts and continue to upsell existing customers, but where do you begin figuring out the best way to compensate them? It often boils down to finding the right balance between base pay and commission.
Sales incentive programs can have an enormous impact on the bottom line and on future growth of the business. Executing a well-designed sales compensation plan can help companies create a sales culture of high performance where individual goals are aligned with those of the larger organization.
Furthermore, building a reputation for recognizing and rewarding good performance accurately also helps companies attract and retain top sales talent.
SEO Strategy
Social media is one of the most powerful tools in your marketing arsenal. If you use it correctly, you can create a strong personal,
connection with your prospective customers. However, marketers often make the mistake of diving into social media without a clear plan. At best, this is a waste of time – and at worst, it can lead to a PR disaster. To benefit from social media, you need to build a clear strategy that takes into account what you’re trying to achieve, who your customers are and what your competition is doing.
