9 SECRETS TO BUILDING A SALES MACHINE
Every emerging company knows that in order to succeed in the competitive
market place, it’s not just about creating a killer sales process.
It’s about building a sales machine.
But how do you go about building an unstoppable sales machine? Read on to find out our 9 tips on what it takes to
achieve sales machine greatness.
But how do you go about building an unstoppable sales machine? Read on to find out our 9 tips on what
it takes to achieve sales machine greatness.
This is just the tip of the iceberg. To fully understand what it takes to build a sales machine, you need to be at Forecast Sales Conference, happening June 11th in
SF. Learn more at forecast2015.com
Identify your buyer’s and understand their buying process. While it’s great to have a champion, it’s important to target your decision-makers early and fast so your plan of attack is efficient.
Diagram your customer’s buying process from the perspective of each key player in the game. Only
once you’ve understood their process can you draw from it to properly build your own sales process.
The tides have changed and buyer’s have more information at their fingertips than every before. But that doesn’t mean that they have access to the right information.
Buyer’s are now in charge so it’s important to build a sales and marketing process that is customer-centric.
Don’t be afraid to step into their shoes. To start building a successful sales machine you need to learn what motivates your buyer’s decisions and gets them
excited.
Learn their motivations for each action that you plan to take.
Make sure that the lead qualification criteria is set and understood between sales and marketing.
Marketing is bringing in your leads - it’s important to ensure that the leads coming in meet your sales reps’
standards.
Automation is key to have a well oiled sales machine. So define the technologies necessary to optimize your processes and implement them. By
investing in automation systems you’ll be investing in sales productivity. Win-win.
Marketing Success = Sales Success
Every action taken by your marketing team should be clearly linked to a beneficial outcome. If it doesn’t move prospects through your pipeline,it doesn’t belong in your process.
Launch marketing campaigns that are aligned with your goal: closing more deals.
If it doesn’t lead to CLOSING deals, it shouldn’t be in your marketing wheel house.
Social Media
Events
SEO
White Papers
Webinars CLOSING MORE DEALS
Identify your bottlenecks and blockage points
Think like your customer
Lure them in with an attractive
solution
Address their concerns
Implement a metric-driven sales culture
You’ll know you’ve accomplished once your sales machine achieves:
Predictability
Scalability
Cost Optimization
Automation
Building a sales machine isn’t easy, and it takes a lot more than 20+ slides.
This year’s Forecast Sales Conference will teach sales professionals and thought-leaders the
different aspects of building a sales machine. Learn from those who know it best and grow your career.
Learn more about Forecast