5 Crucial Strategies for Doubling Revenue
5
Crucial Strategies for Doubling Revenue
Five Crucial Strategies for Doubling Revenue
In preparing for our Sales and Marketing executive wokshop and visiting with world’s top sales and marketing thought leader- Neil Rackham, several actionable ideas have emerged which you can act on immediately
1) Salespeople must become value creators
Too many salespeople are “talking brochures”, trying to show customers how their products or services are better than competitors. This is traditional value communication selling and it no longer works. Salespeople today must move from value communication to value creation. The salesperson must add as much value as the product. This calls for creativity and problem solving. Selling is no longer about persuasion. In the past, the product generated all the value. Each company made a unique product. The job of the salesperson was to explain to the customer the product’s value. In other words, salespeople were value communicators. Today there are many competing products and they are not unique. So the product has not enough value for the customer to prefer it to a competitor. The job of the salesperson changes under these circumstances. Salespeople today must be value creators. They must be experts and they must be creative problem solvers.
Best question: What things do we do for our customers during sales calls that are so valuable that customers would be prepared to pay us for them?
Best question: What things do we do for our customers during sales calls that are so valuable that customers would be prepared to pay us for them?
2) Multiple Channels:
When you give customers more channels for doing business with you, they’ll give you 32% more business. “Place” is one of the other four P’s of marketing. And research by Neil Rackham, the Father Of modern sales and sales management techniques, reveals that companies with more sales channels trump competing firms with less. This means setting aside all the debate
Crucial Strategies for Doubling Revenue
Five Crucial Strategies for Doubling Revenue
In preparing for our Sales and Marketing executive wokshop and visiting with world’s top sales and marketing thought leader- Neil Rackham, several actionable ideas have emerged which you can act on immediately
1) Salespeople must become value creators
Too many salespeople are “talking brochures”, trying to show customers how their products or services are better than competitors. This is traditional value communication selling and it no longer works. Salespeople today must move from value communication to value creation. The salesperson must add as much value as the product. This calls for creativity and problem solving. Selling is no longer about persuasion. In the past, the product generated all the value. Each company made a unique product. The job of the salesperson was to explain to the customer the product’s value. In other words, salespeople were value communicators. Today there are many competing products and they are not unique. So the product has not enough value for the customer to prefer it to a competitor. The job of the salesperson changes under these circumstances. Salespeople today must be value creators. They must be experts and they must be creative problem solvers.
Best question: What things do we do for our customers during sales calls that are so valuable that customers would be prepared to pay us for them?
Best question: What things do we do for our customers during sales calls that are so valuable that customers would be prepared to pay us for them?
2) Multiple Channels:
When you give customers more channels for doing business with you, they’ll give you 32% more business. “Place” is one of the other four P’s of marketing. And research by Neil Rackham, the Father Of modern sales and sales management techniques, reveals that companies with more sales channels trump competing firms with less. This means setting aside all the debate