Sales metrics create the basis
The focus of the sales strategy is the definition of meaningful and easily measurable sales figures, so-called Key Performance Indicators (KPIs). Sales success can only be controlled by backing up individual measures with figures. This way, you can quickly see during reviews which measures were successful and which need to be optimized.
But how do you actually go about this?
For example, if the sales strategy is “market penetration and customer loyalty by promoting the systems business” and this is linked to a sales target of ten million euros, questions such as:
So how many orders denmark whatsapp data do we need to reach our sales target?
How many customers do we need to reach out to?
Who are the target customers for this?
How many of them are there and where do we find them (potential)?
What measures and resources do we want to use to address these customers?
It is particularly important to refer to current market developments and customer needs. Therefore, analyze relevant studies in advance, such as the TechTarget IT Priorities Survey . Here you will find numerous annual statistics on how budgets in the IT sector will shift in the future. Plan sensible and achievable sales targets on the basis of this research.
The soft skills of the sales staff also count
Always important in all sales activities: You are not selling to a company or a large corporation, but to people. Since every person is unique, there is no sales strategy that can be applied to everyone. Your goal should therefore be to become a judge of people. Above all, ask lots of questions. Because it is important that you understand your customer and the situation they are in properly. The optimal speaking-listening ratio is 20 to 80.
Above all, don't sell based on features, but rather on the benefits of your product - and talk about which pain points will be specifically improved by it. In addition to a certain amount of empathy for your product or the service you are selling, you should always meet your customers on an equal footing. Speaking of empathy: put yourself in your customer's shoes. Ultimately, it is the relationship that sells, not your product. In particular, the relationships you build through social media can provide you with valuable information about your customers. So communicate on the networks that are relevant to your target group, such as XING, LinkedIn, Facebook, Twitter & Co.