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Inside Sales Series

Ten ideas to help you develop a

successful sales plan this year

David MaloneTrainer| Speaker | Consultant

www.evolve.ie

You have just ended a tough sales

year. You worked hard and have

sold well in a tough economy.

But the last of the festive holiday

season has now passed.

It’s the new year �. Time to get

back on the sales job!

It’s Jan 2nd �..And then it hits you.

Last year’s sales

figures are now

consigned to the

history – it’s back to

zero again!

But how can you surpass last year’s

efforts?

…. Time to put …. Time to put your thinking

hat on!!!!

I could wait for my existing

clients to reorder and bring

in a large slice of my annual

sales target?

That could be stressful � they may

have budget restrictions this year

I could do a direct mail

campaign and campaign and wait for the

phone to ring?

I’m all for taking proactive steps

but will the phone ring often enough ring often enough

with this approach?

…This idea might never fly!

I could double

my efforts and

work harder and work harder and

faster than ever

before?

May be!

................................................................

However, I would However, I would However, I would However, I would

also like a life!also like a life!also like a life!also like a life!also like a life!also like a life!also like a life!also like a life!

Time for some fresh thinking?

Here are 10

ideas to help

you develop a

successful successful

sales strategy

for this year

Select sectors where you

already have credibilityalready have credibility

Prospect where the odds are in your favour

already. Pick sectors where you have �

• A proven track record• More expertise of their world• An extensive contact base• People who can provide you with introductions•

Develop relationships with

representative organizations

in that sector

That could be

A Professional body

Or

A trade association(Example: If you sell to Retail - Retail Excellence Ireland)

(Example: If you sell to HR Managers - Chartered Institute

of Personal Development –C.I.P.D.)

or

Consider ………

• Writing for their publication

• Giving speeches at their seminars

• Provide resources for their website

But do this

Leverage Client relationships – where

those clients are well networkedthose clients are well networked

How can you find out how well

networked they are?

• Check their LinkedIn account for your

sales targets

• Ask them who they know!

• Remember, most of your clients (if they

rate you) will be delighted to introduce you

to their contacts – Just ask them!

How do I ask for the introduction?How do I ask for the introduction?How do I ask for the introduction?How do I ask for the introduction?

In 4 easy steps�.. Ask your client �..

1.How well do they know your sales target.

2.Would they be comfortable introducing you.

3.To ask the sales target to accept a call from you.3.To ask the sales target to accept a call from you.

4. ‘To ‘cc’ an email to both the sales target

and yourself with contact details.

Target up to Five individuals

within each prospect company within each prospect company

Remember, the more people you

target in a company …

• The better the odds of making a connection with

one of them.

• The higher the chance of you finding a mutual

business contact to introduce you.

You can always

move laterally

towards the

correct buyer correct buyer

regardless of

which of the five

targets you initially

meet with!

Follow your targets / prospect

companies on Social Mediacompanies on Social MediaP

Follow their

• Comments

• Groups

• And watch out for mutual contacts

• Answering of questions

• Create your own visibility in their groups - post resources, articles and answer questions

Connect with

Complimentary Solution Providers

Connect with

Complimentary Solution Providers

What is a CSP

when it’s at home?

A complimentary solution provider

Is a supplier who

� Targets the same people you do

�Is not the competition

Compliments your offering�Compliments your offering

�Is well networked

�Will share information

�Will swop introductions

CSP’s

• For example, if you sell Security services

to Facility Directors - a CSP ,might be

environmental monitoring equipment providers

• Have 3/4 CSP’s on the go, meet , chat

once a month and swop two prospects

with each one each time you meet.

Target and attend two Target and attend two

networking events a month

Strategic networkers

• Identify correct events

• Get attendance lists in advance

• Ask organisers for introductions• Ask organisers for introductions

• Ask questions to understand

• Follow up sincerely

• Build trust with new contacts before

asking for help

Become a thought leader

for your target sector(s)

Become a thought leader

for your target sector(s)

A thought leader is someone who

• Shares ideas

• Writes articles

• Answers questions

• Makes speeches• Makes speeches

• Provides insight

• Anticipates new trends

Via Social & Other Media

Stay in touch with old

customers even when

they can’t buy from you

Stay in touch

• Be helpful

• Support behind the scenes

• Keep them on distribution lists

• Send free resources• Send free resources

• Be LinkedIn with them

• Things don't stay the same for very long!

Resource new customer accounts based on

the potential medium term opportunity as

opposed to the current transaction value

• Manage it for 2/3 months as if the account

was worth five times the current value.

• Cultivate relationships – high and wide

• Follow up

‘Large streams from little fountains flow, large oaks

from little acorns grow’.- David Everett (1769 -1813)

• Follow up

• Introduce them to potential customers from

your circle of influence.

• Make a judgment call after 3 months as

to how you will continue

Get a plan, aim high,

and measure your

progress!

and remember

“Life isn't about finding yourself. Life is about creating yourself.”

― George Bernard Shaw

!

www.evolve.ie

davemaloneinsidesalescoach