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Develop a Superior Sales Strategy

We are passionate about strategic sales and the best methods to excel in that role. We continuously assess what works, what's missing, what doesn't work, and what can be improved. Sales roles are ever-evolving and require top-notch skills for success, making strategic planning and consulting essential. Get in touch with us for more information about how we can improve your sales strategy.
Boston Consulting is now regarded as the five-star consulting firm in the industry, with fewer than 3,000 employees. Conversely, Accenture Consulting, with 38,000 employees, serves as a training ground and springboard for new hires, while many other consulting companies have become defunct.

Why?

Customers increasingly rely on their own data research to diagnose their needs. This trend leaves vendors competing for smaller margins and market share. Sales executives must deeply understand their clients and have the best consulting team.
The market is less predictable, making revenue forecasting more challenging. Yet, effective sales strategies and tactics can outmaneuver competitors.
Are your consulting sales applications stimulating, out-of-the-box thinking, and do they challenge your customers' own thoughts and ideas? How do you know?
The best consultants in your company have the social skills to create a sales strategy. Social Cloud Strategy, the titans of corporate sales strategy, would say it is time to explore specific options.

What Our Clients Are Saying...

People are the most creative. Their judgment improves when they understand how strategy really works. These are the skills and consistency that corporations value the most—versus another offsite retreat to brainstorm with peers for innovative ideas, which is quickly forgotten.

This is Why!

The B2B Buying Cycle Is Broken and Too Lengthy
For 60% of the companies surveyed, the internal buying process complexity hampers their efforts, while 40% blamed their vendors' poor marketing and sales efforts. You are the face of the company to your customers.
Companies are ready to switch long-time vendors for a shorter buying cycle or basic product features. Customers expect innovation and service from trusted suppliers. This challenging situation presents a significant opportunity to improve productivity with a new sales strategy. As sales consultants, we can make the biggest difference here.

Second

More selling time does not guarantee more successful sales, reliable forecasts, or higher returns. Without a sales and sales management strategy, the sales department becomes the organization's greatest expense.
There are only four selling methodologies, not the dozens some claim. Each strategy caters to different needs based on the customer and competition, providing reliable forecasting.
Note: There is no such thing as a repeat customer because your competition wants them every time.
Approximately twenty years ago, Regis McKenna identified the evolving power of the consumer and categorized the developing relationships in the technology marketplace. Buyers were identified as Innovators, Early Adapters, The Majority, and Laggards. Each consumer required a unique sales strategy to shorten the purchase process.
However, the greatest number were known as the Majority Buyers and the Laggards and had the greatest need. Their companies were in a state of confusion and needed direction. It was always believed that each customer had the same needs; however, some were much slower to adopt solutions.
That is where the sales consulting skills can be applied and are the most useful. Consulting skills are required when vendors and suppliers work with Corporate Innovators and Early Adopters. Every Senior Sales Executive will tell you to start at the top of the client's organization chart and take all of your political skills with you.

This Skill is Unavailable in Typical Sales Guides

Align yourself with passionate supporters of the proposal and provide them with an added-value proposition to qualify for the sales opportunity. Create value for each stakeholder, calculate the total cost of sale for all parties, and use a political sales strategy to expedite and close the sale.
Customers have completed 60% of their purchasing decisions, and the remaining 40% depends on competing companies. Professional sales consultants understand the customer's chosen strategy. The Sales Cloud Strategy (SCS) aids clients in resolving internal issues and enhancing their relationship with your company, streamlining the buying cycle and marketing efforts. SCS is your best choice to compete and win.

You Are Successful Because You Help Your Client Succeed in Their Business Transformation

Successful sales executives have shifted from traditional sales methods to key strategic processes, acting as customer consultants and problem solvers. They engage quickly with the client's political environment and key stakeholders, pushing for rapid results. Unlike many oversold standalone CRM applications that miss important steps, true strategic sales offer credible value propositions tailored to each client's unique needs.
Typically, sales representatives target the "Majority and Laggards," who pose less threat and have clear needs, eventually making a purchase decision. However, competitive companies conduct their own customer analyses, create organizational tiers within their sales force, and develop a strategic "Sales and Marketing Strategy."

The Ultimate "Winning Sales Strategy"

Consulting with Your Client and Working with Their Customer
It is vital to consult side-by-side with your client's sales organization to transition your customers and reinvent your B2B relationship jointly. This is how you out-perform the competition.
Key value propositions and early-tested tactics guide the strategy, helping to avoid pitfalls. This shortens the qualification process and improves forecasting credibility, enhancing both revenues and earnings.
The process begins with several key value propositions. Early on, tactics will be developed and tested to shape your strategy. While there are many cautions and traps to avoid, the qualification process is shorter, improving the credibility and reliability of forecasting. This leads to increased top-line revenues and earnings.
The best strategy is to earn trust and join the client's sales team as a valued member, known as a breakout strategy. Offering real-time experience, competitive insights, and strategic questions reveals clients' real needs, providing significant strategic returns beyond simple sales chatter.

Management Strategy

Management is inherently political. Sales management requires a different skill set than motivating a sales force. This isn't a sports franchise; making more sales calls won't necessarily yield better results.
"We are not in the 20th century any longer."
The challenge is recognizing that selling is a sophisticated and complex work. Customer participation in the selling process is the skill that sales leaders share with the sales force. Managers must implement corporate strategic changes rather than stick to old views. They must understand and oversee corporate, HR, competitive, and IT strategies, making political skills invaluable.
The market will grow more competitive in the next 24 months, increasing pricing pressures. Expect more discussions on management positions across industries, involving terms like forecasting, staff retention, empowerment, cross-channel sales and marketing, business coaching, competitive knowledge, performance audits, virtual sales leaders, marketing alignment, and effective mobile technology strategies. These will shape the next strategic phase for your sales organization, enhance CRM, and track economic trends and market movements.
Leaders with career experience and consulting skills are crucial during this phase of transition. While terms like groupthink, total social agreement, firmographics, changes-to-win, and gamification will play larger roles, Competitive Strategy and revenue forecasts will remain vital within Corporate Strategy.
Avoid relying on simplistic solutions often found in weekly magazines or single-industry articles like "How to close big deals." Exceptional customer service is crucial. Marketing and communications should maintain customer relationships and enhance service/web experiences.
Guide employees toward creative outcomes aligned with the Corporate Sales Strategy. Encourage them to question the status quo. Business management coaching will demonstrate effective strategies. For instance, companies like Facebook have adapted IBM sales tactics to compete in the mobile marketplace, a strategic move well-documented.
The Darden Business School at the University of Virginia is renowned for its excellence in sales strategy, sales management research, training, and recruiting. It offers extensive programs for sales and career training.
Contact us to see how we can help drive your sales force to new success levels. We proudly serve business owners throughout St. Augustine Beach and Florida.

A Customized Competitive Strategy

Definition: Competitive Strategy is based upon the Corporate Strategy.
To develop a competitive strategy in St. Augustine, FL, companies Mint-value for all stakeholders in the company and those aligned with them. Traditionally, the competitive strategy is known as the marketing strategy.
The job of the marketing team/strategy is to:
1. Serve the Needs of the Customer
  • 2. Stay Ahead of the Competition
  • 3. Create New Markets (Potentially Global) for New Clients
Some companies transform entire industries, though this is rare. It's important to recognize a set of core competencies rather than relying on a single strength or product. Bill Gates of Microsoft developed numerous products for sales forces. Companies like Google, GE, Stryker, and other major computer companies have adopted a similar strategy.
Marketing may sometimes balance between order and chaos because speed is a competitive weapon and advantage. Sales Cloud Strategy identifies core competitive strengths and provides your organization with added value propositions. The competitive strategy and value proposition are designed to support each objective listed above.

What Our Clients Are Saying

How can our company embed the skills necessary to smart-sell and cross-sell successfully simultaneously? The B2B knowledge required and strategic sales practice are not part of the social sales methodology. What is our competitor's strategy, and what is our strategy to win?

We Cannot Stop Technological Progress

Technological progress and its benefits are inevitable, but it doesn't always follow predictable paths. Over the past decade, the technology industry has been oversold, with many products promising greatness and quick financial returns. As a result, the tech boom partially failed to meet expectations.
There are thousands of software applications and excess products to illustrate this point. We are now entering a new era, with a "new generation of technology" geared toward social users and global competitors. Consequently, corporations must update their business plans with new technology strategies to forecast future trends.

Will It Be a Boom, or Will It Be a Bust?

A competitive strategy is essential for your company's success. It's "Competitive Transformation Time" again. Before operating as a social company in the cloud, you need a competitive strategy.
Facebook, the leading social network, identified gaps as they transitioned from desktop to mobile applications. Until early 2012, Facebook lacked a solid competitive strategy. Within six months, they overhauled their mobile app and launched an advertising business, illustrating a "Mutual" and "Breakout Strategy." More "Breakout Strategies" will emerge in the next 24-36 months as companies differentiate and enter new markets to avoid losing to competition.
This competitive strategy may also succeed offshore, where significant growth and job creation are possible among the seven billion global population. In competitive strategies, "online tactical terms" like "like," "gross rating points," "reach," "frequency," "customer touch," and "sales attribution" are used for advertising purposes and should not be mistaken for a competitive strategy.
RIMMs, now "Blackberry," once followed a stagnant corporate strategy. In January 2013, they adopted a new "Breakout Strategy," requiring significant resources in every category, exemplified by the saying "Global is Mobile," as demonstrated by LinkedIn in January 2013.

Sales and Marketing: More Aligned Than Ever

A strong competitive strategy is more than an annual exercise like assessing past and future directions. The 2013 workforce comprises the best of four generations: traditionalists, boomers, X'ers, and millennials, all collaborating to outcompete others directly.
They will adapt successful past strategies and develop new Breakout or Mutual Strategies. These new competitive strategies come from within the corporation, and the Sales Cloud Strategy can help prevent misunderstandings. The added value proposition can be leveraged to outsell the competition.
Both Facebook and Blackberry aim to grow top-line revenue and bottom-line earnings consistently and confidently. Consequently, to achieve this, they and other similar corporations will need a unique strategic and consultative sales force.
"Sales Management will invest in their resources and allocate across markets based on overall potential.”Marketing Strategy - Gary Hamel
Data mining does not provide all the answers, such as "customer surveys," "predictive trend analysis," or "micro marketing management." However, we are exploding into a multiple-option society, and this has impacted certain chain markets.

What does this have to do with the tea in China?

This means that we must enhance sales strategies and integrate them with marketing in real time to outsell the competition. Understanding your "Competitors Strategy" is essential—learn from them first. You must know your competition as well as they know themselves.
The best way to gain strategic advantage is through competitive experience. The future of selling and social-sales strategies involves one-to-one visualization via the cloud, as demonstrated by Snapchat, launched in 2013.
"Micro Marketing Data" has been used as a sales tool since the advent of computer data systems. This data offers insights for both the marketing and telesales departments, identifying the most profitable markets for specific products.
By creating strategic maps, sales and marketing can align better, allowing the sales force to qualify customers more effectively and shorten sales cycles for better returns. Corporations can align valuable resources with appropriate marketing opportunities, customizing their value propositions with their own SCS, whether in B2B or B2C markets.
From dedicated sales forces to retail plans or telesales strategies, every corporation can integrate key strategies into revenue forecast meetings to enhance their corporate direction.

However, There Is One Business Issue

More data alone does not lead to better intelligence or real-time analytics, as only 50% of it proves consistent.
Very recently, research has shown a sharp increase in consumer concerns regarding privacy and security, and they are not sharing personal data. Most CMOs feel unprepared for the complexity of data and the need to adapt strategies. In 2013, CMOs struggled to define a winning mobile strategy.
Aligning with the "CMO brand promise" is essential for long-term customer relationships, requiring trust to build a brand name for your product or service. Your competitive strategy will fall short if you do not exceed customer expectations. More meetings to discuss the next steps or share additional data are unproductive.
A key variable is a Sales Cloud Strategy and a lifetime view of customer engagement rather than relying solely on granular data snapshots. Introducing change is difficult and risky, with only 30% of corporations succeeding without professional help. Therefore, organizational learning in the corporate classroom and tutoring are the ultimate competitive advantages and are part of the competitive business strategy.
Having options is important, but a clear strategic direction is crucial for building a competitive strategy. For continued success, your next step should be to contact Sales Cloud Strategy.
Contact us to develop an effective competitive strategy. We proudly serve business owners throughout St. Augustine Beach and Florida.