Knowledge is the key to sales success. The more
you know about your target buyers, the better you
will be able to align your messages and present
your business proposition.
When I work with clients we look at three key inputs - Arena, Forces, Drivers and one output - the creation of a plan that defines expected Results, the Go to Market Strategy.
When I work with clients we look at three key inputs - Arena, Forces, Drivers and one output - the creation of a plan that defines expected Results, the Go to Market Strategy.
Arena
Where are you going to sell and who are your Buyers?
Make sure your strategy is in synch with the space you want to sell into.
Knowing your buyer is critical because messages must be tailored to their needs.
Where are you going to sell and who are your Buyers?
Make sure your strategy is in synch with the space you want to sell into.
Knowing your buyer is critical because messages must be tailored to their needs.
Forces
What factors can affect your success?
Are there Economic, Social, Political or Competitive factors that can impact success?
Who are your competitors and why are you different? How can you gain competitive advantage?
What factors can affect your success?
Are there Economic, Social, Political or Competitive factors that can impact success?
Who are your competitors and why are you different? How can you gain competitive advantage?
Drivers
What makes people tick and Why would they buy your offering?
People are motivated to buy for their own reasons and only then when it satisfies a need.
Understand the key business drivers and you can better align your messaging.
What makes people tick and Why would they buy your offering?
People are motivated to buy for their own reasons and only then when it satisfies a need.
Understand the key business drivers and you can better align your messaging.
Go to Market Strategy
Your blueprint for success. What do you want to achieve?
This should be used as your 'Master Plan' to drive all your Marketing and Sales activities. It doesn't need to be long, just relevant to what you want to achieve.
It should have specific and measurable goals with metrics such as a sales target, number of new sales or a percentage market share.
Your blueprint for success. What do you want to achieve?
This should be used as your 'Master Plan' to drive all your Marketing and Sales activities. It doesn't need to be long, just relevant to what you want to achieve.
It should have specific and measurable goals with metrics such as a sales target, number of new sales or a percentage market share.
