martindriver sales strategy
TRANSCRIPT
![Page 1: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/1.jpg)
copywrite MySalesDirector Ltd 2007
Martin Driver
From
MySalesDirector
![Page 2: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/2.jpg)
copywrite MySalesDirector Ltd 2007
“If People Know What They Want, Understand How To Achieve It, And Have The Ability To Action This…
The Odds Of Success Increase Dramatically”
![Page 3: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/3.jpg)
copywrite MySalesDirector Ltd 2007
Creating A Sales Strategy…
What Is Strategy
The Oxford English Dictionary, Quote….
• “A Plan To Achieve A Long-Term Aim”
• “Planning and Directing A Military Activity in A War Or Battle”
![Page 4: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/4.jpg)
copywrite MySalesDirector Ltd 2007
Creating A Sales Strategy
•Big Picture, Route To Market
Account Strategy
•Specific Deal Game Plans
What We Will Cover Today…
![Page 5: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/5.jpg)
copywrite MySalesDirector Ltd 2007
What Do You Want…
Goals
•The Big Picture Thinking, Blue Sky
Objectives
•The Practical Steps Needed To Achieve The Goals
![Page 6: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/6.jpg)
copywrite MySalesDirector Ltd 2007
What Do You Want…
Goals
• Short Term (0 To 12 Months)• Mid Term (12 To 24 Months)• Long Term (24 To 60 Months)
![Page 7: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/7.jpg)
copywrite MySalesDirector Ltd 2007
What Do You Want…
Goals
• Relevant• Precise• Accurate• Time Bound
![Page 8: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/8.jpg)
copywrite MySalesDirector Ltd 2007
What Do You Want…
ObjectivesThe Steps Needed To Achieve Goals
• Specific What Do You Want• Measurable What Is Success• Achievable Is It Realistic• Results Will It Achieve Bus Results• Time When Will It Be Done
![Page 9: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/9.jpg)
copywrite MySalesDirector Ltd 2007
Route To Market…
What Is Your Market Place
• Who Do I Sell To• What Is The Market Size / Potential• How Mature Is The Market• What Are My Key Differentiators
![Page 10: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/10.jpg)
copywrite MySalesDirector Ltd 2007
Route To Market…
Who Else Operates In This Space
• Who Are Your Competitors• How do They Operate• What Are There Strengths & Weaknesses• What Are The Alternatives
![Page 11: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/11.jpg)
copywrite MySalesDirector Ltd 2007
Route To Market…
A
C
C
H
awareness
consideration
coverage
hit rate
KeyAreas To Consider
Prospecting
Sales
![Page 12: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/12.jpg)
copywrite MySalesDirector Ltd 2007
Process, Style and Structure …• How Will You Have To Work (Process) Beginning, Middle and End Of The Sale
• What Type Of Sale Is Needed (Style) Transactional, Solution, Consultative
• What Is Your Org Design (Structure) Field Sales, Telesales, Agents, Media
![Page 13: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/13.jpg)
copywrite MySalesDirector Ltd 2007
Sales Management…
How Will You Drive Success
• Setting Sales Targets• Measures• Sales Reviews• Coaching And Motivation
![Page 14: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/14.jpg)
copywrite MySalesDirector Ltd 2007
Account Strategy
Specific Account Game Plans
![Page 15: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/15.jpg)
copywrite MySalesDirector Ltd 2007
Account Strategy…
“From The Moment You Pursue A Sale Someone Is trying To Beat You To It…”
“From The Moment You Win It Someone Is Trying To Take It From You…”
![Page 16: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/16.jpg)
copywrite MySalesDirector Ltd 2007
Account Strategy…
Four Effective Account Strategies
• Attack• Defend• New Game• Additional Supplier
![Page 17: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/17.jpg)
copywrite MySalesDirector Ltd 2007
Account Strategy…
Attack
(What You Need)
• Clear Advantage - In Value, Performance etc.• Customer Agrees Advantages• Customer Support, Sponsor• Ability To Act Quickly
![Page 18: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/18.jpg)
copywrite MySalesDirector Ltd 2007
Account Strategy…
Defend
(What You Need)
• Credibility With Your Customer• Good Customer Relationships • Customer Understands Your Value• Account Intelligence
![Page 19: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/19.jpg)
copywrite MySalesDirector Ltd 2007
Account Strategy…
New Game
(What You Need)
• Credible Business Case• Customer Support, Sponsor • Good Timing• New Game Plays To Your Strengths
![Page 20: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/20.jpg)
copywrite MySalesDirector Ltd 2007
Account Strategy…
Additional Supplier
(What You Need)
• Good Account Intelligence• Customer Support, Sponsor • Good Relationships• Ability To Respond Well and Quickly
![Page 21: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/21.jpg)
copywrite MySalesDirector Ltd 2007
Sales Strategy…
Summary
• Know What You Want• Understand How To Get It• Decide How Best To Operate• Make It Happen !
![Page 22: MartinDriver Sales Strategy](https://reader035.vdocument.in/reader035/viewer/2022070605/577ccf3f1a28ab9e788f401c/html5/thumbnails/22.jpg)
copywrite MySalesDirector Ltd 2007
The Final Word…Know yourself, know your enemy, and you need notfear one hundred battles. Know only yourself and not your enemy, and for every victory gained you shall sustain defeat. Know neither yourself nor your enemy, and you shallsuccumb in every battle.
Your strength will eventually become your weakness.
The key to victory is not in defeating the enemy, but in defeating the enemy's strategy; therein lies their vulnerability
(The Art Of War-Sun Tzu)