Tag Archives: Strategy

SMB Channel strategy

The term SMB Channel is the latest buzz with large companies and their marketing departments. Everyone seems to have received a memo from their bosses asking them to sell more to the SMB channel. With that in mind, no one has asked why the small to medium business customer is suddenly such a focus? With the holiday shopping season coming up rapidly, many large companies are scrambling to offset their lack of growth from their other sales channels. They are leaning on the small to medium business customer in hopes that it may be a sales channel to save their year.

 

Most technology companies have focused on this small to medium business channel for years. In fact, they were possibly the first to systematically develop partners called value-added resellers that would solely focus on this tier of customers. The concept was established in the late 1980’s and early 1990’s whereby a hardware manufacturer would expand its distribution capabilities by leaning on business partners and their respective sales organizations. The strategy worked, as hardware and software manufacturers were able to capture revenues from the SMB channel. Additionally, it allowed Fortune 1000 and large companies to use their direct sales forces to market to other large companies or to government accounts. The VAR channels simply focused on the small to medium business channel in a manner that was perceived to be non-competitive and synergistic.

 

As the SMB channel grew and prospered, it quickly became apparent that it would require a three-prong approach and a dedicated strategy. First, large companies decided that the market was large enough to justify allocating a direct sales force to the small to medium business community. Second, marketing departments were funded to pursue a multi-channel approach to effectively reach the SMB target market. Third, key partnerships were established to ensure that the prospective customer heard about the product or service being sold multiple times from multiple sources. This all out offensive approach of marketing to the small to medium business community worked in the early years, but eventually needed to be refined.

 

In more recent years, marketing and product departments have shied away from a shotgun approach and instead have shifted their efforts to an approach tailored by vertical market, sub-markets, and geography. Additionally, they have crafted products and services that are very specific to the market so that the messaging and the value proposition resonate more with the SMB channel. Any example is that instead of marketing one product to every retailer, they have now segmented the retail vertical. Within this vertical, if the company chooses to market to restaurants they have a very specific product line or service that they market to restaurants. This way, they are not trying to force a product to every retailer as they’ve discovered that even though everyone has the same label, they are significantly different. Restaurants, dry cleaners, shoe stores, and flower shops are examples of retailers. However, each one has a distinctly different need in terms of the product or services that they purchase. Marketing departments have figured this differentiation out and now conduct their efforts accordingly.

 

Sales Success in the 21st Century Combines Strategy With Action

Every day in Africa a gazelle wakes up and it knows it must outrun the fastest lion or it will be killed. Every day in Africa a lion awakens knowing that it must outrun the slowest gazelle or it will starve to death. Come morning, it doesn’t matter whether you are a gazelle or a lion, you had better be running.

This short story epitomizes the ongoing challenge between strategy and its partner action. One of the most frequent and repetitive challenges for both organizations and salespersons is the inability to simply take action thereby securing the desired results. Just think about how much time is spent in meetings planning the strategy. Given that 40-70% of all sales targets are not achieved, there is a lot of wasted action not to mention failed results.

In speaking with a successful sales consultant who works with companies that fail to take action and he must come to help rebuild the organization’s financials, he said that “70% of all consulting fails.” This makes pretty good sense given the reluctance to not only take action, but to ensure that those actions are aligned to the overall strategic action plan and the subsequent goals.

One of my most favorite fact finding questions to determine where the performance gap or if you prefer the inability to take action gap is this:

“If I were to ask all of your employees or a segmented population from top management to your front line workers to name the top 3 goals of the organization as they perceive them to be, would I get exactly the same 3 goals in the same order from each and everyone of your employees?”

The responses during the last 10 years have consistently been “No, I would not get the exactly the same 3 goals and, let alone in the same order.”

My follow-up question is simply: “So what is all of these misdirected actions costing you in terms of resources from time, energy and money?” Again, the response is usually “I do not know, but probably more than I want to know.”

When strategy and actions are united in alignment with the overall vision, values and goals within current strategic action plan, then the current mission is far easier to achieve. This is called “working smarter and not harder.”

Return to your sales action plan, review your goals and make sure you have taken the time to combine strategy along with action. By taking this sales coaching tip to heart you will also increase sales.

Are your sales behaviors where you want them to be? If not, then you may discover an easy read on how to increase sales in this book, Be the Red Jacket in the Sea of Gray Suits, the Keys to Unlocking Sales Success including how to write a values statement to separating the confusion between marketing, selling and productivity.

What Are the 2 Missing Links That Guarantee Sales Strategy Failures?

Have you ever wondered why so many hopeful business owners fail in spite of having a good product or service to sell? The reason isn’t location. It isn’t even insufficient start up cash. Nope, it’s something much easier to fix and control.

You can have the best location and still fail. It happens every day.

You can start with a cash war chest and it still won’t save you.

In order for any sales strategy to succeed, and bring you the sales you need to sustain a business that strategy must be built on a strong foundation. When you build the foundation for your business you must have these two links figured out. In fact, you should have these links pegged before you even start… before you invest one thin dime in out of pocket expenses.

The first link in your sales strategy is DECIDING who your customers are. Yes, you read that right I said “deciding”. The worst thing you can do is develop a business and hope someone will show up to buy, or hope you can chase after enough potential buyers to build a business.

This is the first link because it’s that important. If you don’t specifically know who you want to sell to you can’t possibly develop communications that will get their attention. Yet alone gain their interest. It will be nearly impossible for you to secure actual sales appointments.

Sure you’ll be able to get a lot of “let’s get to know each other appointments” and other waste of time meetings. But you won’t get real sales appointments where you openly discuss how you might work together.

The next link is POSITIONING your business in the market place. Your market doesn’t need another also ran business. Your business must be important to the people you want to sell to for a specific reason.

Ideally that reason will be related to a specific difficult to solve problem, or hard to achieve solution you can help people like your customers get.

When you get these 2 links right your sales strategies are well on the way to success. You won’t make the killer mistake of trying to be everything to everyone. You won’t have to compete with everyone else because you’ll own a special desirable place in the minds of your best potential buyers.

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Powerful Strategy can help to promote your sales on eBay

Competition is going tough on online business so at that time we need to alert about new ways of marketing over an internet and create a great strategy that is powerful enough to boost your sale over an internet without paying extra cost in it.

There are some strategies that are simple and powerful enough to standout from competition.

Strategy 1: Create page of “about us” and it’s a free of cost and you can use free templates which offers by an eBay or you can hire eBay store designer to developed you own. “About me” is a page that gives you chance to promote your business and tell them about your idea behind the sales and Buyer also knows about you from where they receive the items.

Strategy 2: Create a store like your own website for your own business. Register a domain name, and create and identity that reflect to your online customers. You will definitely drive good amount of traffic from your website to eBay and vice versa. If you have your own website than buyers are more confident to deal with you. You can’t insert your website Name of URL in your eBay but you can insert it in your “about me” page of eBay so buyers know the full details about the seller.

Strategy 3: Give your customers a “toll free number” to each and every eBay listing products for better communications.

Strategy 4: “Mailing list” Open an eBay store and integrate your store with your mailing list and send your customers discounts and increase your visit and sales by sending email from time to time. Sometimes you can send out some tips for latest trends that are currently going on and send them via newsletters, articles or report to your list. So, it will create a positive impression on your buyers and that will look at you as an expert in this field and they feel more confident and trust on you to buying items from your store.

Strategy 5: Being actively participate in eBay’s discussion forums will create your image as an expert seller and your comments will stay at eBay for many months, please make sure when you are comment on eBay forums your comment should be positive, professional and show your experience which help you to create best reputation on eBay as expert seller.

Strategy 6: Create a professional eBay ID. EBay ID which sounds your professional brand and give you a good Identity and easy to remember if you are not thinking good one than ask your friends for better one.

Strategy 7: Create your customized logo that is very important aspect to promote your business and there are lots many logo designers available in the market that will help build up your logo.

In short there are seven strategies that definitely help to promote your brand and increase sales over an internet.

Copy Right 2011

Zippro System is eBay Template Design Company providing web design solutions for Ecommerce in UK. We are expert in eBay Store Design Manchester.

Why A Company Brochure Is Crucial To A Successful Sales Strategy

Creating the right brochure for your company is crucial to how well you will be able to sell your product or promote your business. You are going to want to work closely with a printing business that will help you to create a brochure that will be sure to stand out from the rest. It is also important for you to keep in mind that your brochure making should not have to cost you a large sum of money. It also goes without saying that by having a more creative leaflet, that you will be able to reach more people rather than using an online ad or calling them. You should also keep in mind that it is for the best to get the point across quickly without being too wordy. One of the best ways to do this is to use tri-fold brochure printing. By utilizing this type of brochure you can easily fold it and send it out in an envelope.

In all sales strategies, the needs and wants of the end user has to be a serious part of the consideration. Allowing as much detail as possible will have an impact on the best shape for the brochure but ensuring it can be used and distributed to users in a successful manner will go a long way to ensuring the promotional material is seen by as many people as possible. Instances that can affect the size of brochure can include how it will be distributed or carried away by people from premises or placed into magazines.

A great way to create this type of brochure includes create a general brochure but leave a pocket in the back that you can add a sales flyer or leaflet to. By creating a unique yet short, sweet and to the point brochure, then you will be able to effectively gain a customer base. It will also be in your best interest to first send a brief postcard to potential buyers and clients letting them know a brief bit about your business as a sort of teaser. This will lead them to contact you and then at that point you can build your list of who you should send the brochure to. In doing so, you will not be wasting resources on those who may discard the work that you have put into your brochure and instead will be sharing the information about your company with those who already have expressed an interest.

To find out more about brochure services visit: http://www.eliteflyers.com. To see more examples and the types of brochures that you have to choose from.

Pay Per Lead Telemarketing as an Effective Sales Strategy

Telemarketing has grown to become a very lucrative and successful industry. Many companies have now turned to the telemarketing industry to generate sales for them, or just to advertise for them. But over the years, people have still viewed telemarketers with negativity. However, there is a brighter side to telemarketing. All the faults commited by telemarketers cannot all be because of the profession, but it can fall under lack of correct information.

For telemarketers, their main source of information are their leads. These leads are other businesses that they have been tasked to call and either advertise or sell their service on behalf of their respective companies. These leads are very important to any telemarketer as these leads contain what a telemarketer needs to know about the prospective client. They also need to be always up-to-date and possess the most recent and relevant information. Leads can be acquired in various ways, but the easiest would be just to buy leads. Pay per lead is the way to go when buying leads as this saves you money. Other lead generation companies will already be presenting you their costs, and it’s not even a guarantee that the leads they provide you are probable sales. And even worse, they might even be fake. Pay per lead allows you to save money by only getting what you paid for. And because most of these leads are already on a pre-qualified list, you should be calling actual companies and not fake ones.

However, there are various types of leads. IT leads, for example, are directed to companies who need it to function. Advertising leads are for companies that are into advertising for their clients. Accounting service leads are for firms that do book-keeping and other financial services. As long as  telemarketers are provided with leads such as these, they can become very capable and avoid mistakes when doing their job.

Making deals and sales are what telemarketers know to do best. It’s what they’re trained for. But aside from that, they can get you business appointments. Through appointment setting, telemarketers open doors for their clients by, as the name implies, setting appointments with their prospects. This process helps a great deal whem wanting to close a deal with a prospect. And by pre-qualifying your prospect during the call, you are given assurance that the prospect meets your qualifications before you even meet with them. This saves you valuable time and effort. And because the prospect agreed to an appointment, wouldn’t that be a sign of interest? Appointment setting is great because it can already let you know that they are interested in your service. And when the day of the meeting does come, then it’s up to you to close that deal.

With that in mind, won’t you want to consider pay per lead telemarketing? It’s a great investment that can really maximize your income. You can provide your telemarketers with all the information they need to bring you appointments or sales. Although spending for this venture might cost a lot at first, it’s sure to return double or maybe even triple of what you paid for.

Sarah Barnes is a telemarketing expert with 11 years experience as a sales leads analyst for small and medium companies. Sarah invites you to visit http://www.121directmarketing.com/ for more information on pre-qualified sales leads and appointments.

ProspectingB2B.com video explains effective but overlooked B2B marketing medium for list building, appointment setting & sales lead generation success. Tips, advice, plus telemarketing mistakes…
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On Easy Strategy That Can Enhance Your Sales

Selling products to people can be a difficult thing. Many people are unsure about exactly what they want, and as a salesperson, it can be difficult to use the old sales strategy of inundating them with features and benefits hoping that a few of them will be good enough.

If you’d like a technique that will dramatically improve your closing rate, then you’ve come to the right place. In this article, you’ll learn a powerful technique that will allow you to adjust your sales pitch so that it hits your client with laser like precision, and will give you a powerful edge in the sales process.

First of all, you need to understand something called criteria. This is what people use to sort through the outside world, and fit it to what they’d like to have based on their imagination. If you want to eat something, and you’d like American fast food, then that’s your criteria. Other criteria might be expensive food, or French food, or homemade food. If you have ever stood in line at the fast food restaurant, and weren’t sure what to order, that’s what happens when you have vague criteria. You kind of know what you want, but nothing specific pops out.

When you are trying to sell something to somebody, it’s a great idea to elicit their criteria. Find out what’s important to them with regard to the product in question. Ask them what would the perfect product be like. Keep in mind that you don’t want to get too specific. The more vague their criteria is, the easier it will be to sell them a wide variety of products.

As an example, let’s say you are selling cars, and they say they want a yellow van with a 450 hemi engine with a built in DVD player with six screens. Unless you have that particular car, then you are going to have a hard time. On the other hand, if they say they want a safe, comfortable family car to drive their kids around in, you’ve got much more to work with. This is more vague, and can be applied to many more cars.

The trick here is to focus on the particular words they say when describing their ideal product, particularly the ones they put extra stress on. For example, if they lean heavily on the word “safe,” when they say it, you can spend extra time showing them how safe a particular car is. This is a very powerful way to sell things to people.

By building a strong relationship with your customer, and finding out what’s important to them before you show them any products, you’ll do a couple of important things. One is that they’ll feel that their needs are really the focus of the conversation. Another is that you’ll gain a powerful advantage that will help you sell them almost anything.

To find the best customer relationship management strategy, come on over to the popular customer relationship management strategy site today.

Define The Value Proposition When Developing Sales Strategy

Every sales strategy has many moving parts. A business can likely have many different sales resources, sales organizations, a portfolio of products and services, a slew of features and benefits, different types of clients that they do business with, etc. With all of that factored in, it can often be overwhelming when working on developing sales strategy. With so much to factor in, a good place to start when working on refining the sales strategy is defining the value proposition.

Value Proposition Defined
In order to identify what your value proposition is, it may be helpful to define the term value proposition. One way that the value proposition can get misconstrued is by having it get intermingled with the features and benefits that are a business offers. While those certainly impact the value proposition, the features and benefits are at a lower and more technical level when looking at how a business delivers value to its clients.

The features that are offered will provide or enable some sort of action. And that action will yield some sort of purpose or benefit to the client. But it is adding all of those benefits up and bringing to a higher level to identify the business value that is gong to bring to the client is when you will begin to arrive at your value proposition.

Foundation for All Sales Messaging
One of the reasons it can be beneficial to start developing sales strategy with the value proposition definition is that the value proposition can be the foundation that all sales messaging is built on. Whether it is website content, marketing brochures, email campaigns, cold calling scripts, sales presentations, etc., all customer facing materials and should trace back to the value proposition definition in an effective sales strategy.

By starting with the value proposition first and then building out all documents, deliverables, and communications, the sales messaging will all be more aligned, consistent, and clear.

Define the Target Market
Another reason to begin developing sales strategy with focusing on the value proposition definition is that it will help to define the target market. One of the keys to an effective sales strategy is to clearly know who your ideal prospect is. Your ideal prospect is the prospect that you fit with best and can help the most.

By clearly understanding how you help your clients from a business standpoint, you will be better positioned to clearly identify the prospects that you should go after and this will help with developing sales strategy that is more focused on an the area that will produce the best results.

Without Defining the Value Proposition
The risk of not starting with a value proposition when developing sales strategy is that the messaging can not only be inconsistent, but it can also not focus on the key messages that need to be hit on by the sales force. The end result could be not as tight sales execution resulting in lost deals when going head-to-head with fierce competition.

Michael Halper is an ICF certified coach that works with individuals and organizations helping to drive growth and improvement. For more information about driving positive results, please visit Compass Coaching you can read more about Value Propositions or Sales Training.

Which Network Marketing Sales Strategy is The Most Profitable For You?

Every time I hear that products sell themselves, I just laugh. Can you imagine trying a new snazzy vitamin and minutes later it begins to talk to you? That’s just plain ridiculous. You have been told in network marketing that this is sharing not selling. Or, my favorite, this isn’t sales. You have certainly been told, “if you use the products, your friends and family will want to use the products.” You are taught by our upline mentors that if you just get out there and promote the opportunity then you will either get a customer or new distributor who will buy the products. The word ‘sales’ in network marketing is avoided like the plague.

Marketing is defined as: The exchange of goods for a sum of money. The definition of sales is: Income received for goods and services over some given period of time. Wait a minute. The definition of sales sounds a lot like your desire to develop a residual income in your MLM opportunity. So in reality all of us in this industry are not marketing at all.

I am sorry to steal you sugary coated thunder. Network marketing IS sales. Human Beings have an amazing way to avoid what we are uncomfortable with. If you’ve been in network marketing for any time at all, you know the astounding ways that people avoid things outside of their comfort zone. Sales is one of those areas of discomfort for most network marketers. If done right, sales of your MLM product or opportunity will be as automatic as sales to customers who go to the grocery store to buy food. So, if we are selling, what are we selling and where is the store?

The internet! The information super highway is here to stay. It is the greatest highway ever built. Although no cars are on this highway, there is more traffic on the information super highway than any roads that takes cars. You have the opportunity to put a store on this highway that has unlimited traffic passing by. It has never been more simple or affordable to open a storefront, yet many people build a website and never invite any traffic. Anyone who decides to start a website must develop skills that allow them to hang a virtual open sign on their store in order to stop traffic and have people stop by. Learning is the key. Too many people simply slap up a website and are disappointed when nothing happens. Network marketing sales is just like any other business, it takes work and dedication to make things happen.

So, now is the time to buckle up! Be happy that you are in network marketing sales because you own a store on the greatest highway to exist. Put out your open sign. Fill your storefront with wonderful things and your network marketing sales will provide an astounding and profitable lifestyle for you and your family.

Learn how it is easy to open a storefront on the Internet for your network marketing business by getting access to 7 free network marketing success tutorials from James Sweeney. He has discovered the most effective game plan for online network marketing that anyone can master. His discoveries allow anyone to flow a steady stream of new reps into their downline and a steady stream of cash into their bank account. For a limited time, you can get free access here to the MLM Tutorials.

Channel Sales Strategy: Support and Motivation for Channel Partners

B2B or Business to Business channel distribution consists of a different kind of business relationship. Vendor and reseller are of equal standing and generally have the same objective and that is profits. Resellers are not dependent on vendors because they can ally themselves to other parent companies without batting an eyelash.

Vendors have the responsibility therefore to provide support and motivation to their channel partners in order not to lose their loyalty. This should be a part of their channel sales strategy. Support and motivation need not always be financial although majority of motivation is the incentives attached to the partnership.

How can vendors offer motivation?

Open Communication
Just like in every relationship, open communication is key to addressing issues that could breed increasing damages. Informal communication line is recommended and encouraged to build rapport. Using web 2.0 tools like social networking sites, Twitter, Facebook, blogs, etc. are channels of communication that are now acceptable in the business world. In having open communication, resellers can open up about issues they encounter and through efficient channel management, questions are answered as soon as possible.

Channel Auditing
Regular check up and evaluation of the channel partners ensures that goals and objectives are being reached and that the organization is right on track. Questions to ask are: Are the sales teams reaching their quotas? Are the products meeting sales expectations? Are competitors’ sales greater than their own company? How much time is spent on sales? Is the price or margin too high or too low? Etc. This is a great channel sales strategy to prevent future conflicts and problems. Of course after auditing, the vendor has to provide solutions and recommendations to resellers on better improving their sales activity.

Incentives
Channel partners are given a contract before they represent the vendor’s products but the recruitment is just the start of a hopefully long and productive relationship. Vendors are responsible for fast and easy turnover of incentives. In today’s high tech world, vendors use partner portals to facilitate a lot of channel sales activities including incentives distribution.

How can vendors offer support?

Product Development
While the product is meant for end consumers, the reseller should also have inputs on future product development. Their experience with different customers offers a bird’s eye view of the overall customer response and not just a limited perspective. They can represent the customers and offer valuable feedback on possible improvements or add-on features.

Training
Sales training for new products is important for the success of a channel sales strategy. For VARs or Value Added Retailers, this is especially true since they deal with vertical market products or products that are highly specialized that only a niche market of which are mostly business institutions as well have the ability or necessity to buy the product. Sales teams have to be especially knowledgeable if questions come up.

For more information about channel sales strategy, visit us at www.channeltivity.com

A graduate of Computer Engineering and loves to travel. Reading current news in the internet is one of his past times. Taking pictures of the things around him fully satisfies him. He loves to play badminton and his favorite pets are cats.

Beliefs are Building blocks for your best possible life. This video contains Motivational, inspirational and educational ideas, concepts and beliefs. This is an encouraging sprint through…

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