The 3-Step Sales Strategy

NCMA

The 3-Step Sales Strategy


Step 1: Sales Planning

The planning step helps you develop sales and data plans that will allow the organization to make the number. You will know what data you need along the way to help you make decisions. With the right plans in place, you improve your chances of success.

Phase 1: Markets

Understand the playing field completely.

The Problem

Growing revenues faster than the industry and competitors is hard. Market intuition is not enough. Science needs to be applied to find hidden revenue growth opportunities. Deciding whether to add headcount or get more out of the existing sales team requires a deep understanding as to where the growth is going to come from.

The Solution

  • Market segment definitions
  • Market attractiveness criteria
  • Market adjacency identification
  • Market share
  • Total available market
  • Market problem analysis (frequency, pain, willingness to fix)
  • Product win strategy

Phase 2: Accounts

Go after accounts that are going to…

View original post 2,028 more words

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s