Best Practices for Creating a Sales Strategy

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On this episode of SBI Sales and Marketing video podcast, we focus on developing your sales strategy for this coming year. Visit http://bit.ly/GoSBI to learn more about SBI.

00:33 Introducing today’s guest and the basics of strategy development
02:44 Collecting market research as a base for your strategy
05:09 Why it is vital to include your corporate strategy in your planning
09:27 Understanding your product strategy and its importance
11:52 Creating sales strategies around customer needs, not products
14:54 Aligning sales strategy with your marketing strategy
17:26 How to align your team with sales enablement
20:07 The importance of a comprehensive talent strategy
27:11 Today’s takeaways for building your sales strategy
30:32 Wrap up and next steps to make your number


SBI Sales and Marketing Video Podcast Episode Summary

Greg Alexander, the CEO of SBI and host of SBI Sales and Marketing video podcast, spoke with Vincent Gatti, VP of sales at ITsavvy, who is a national leader of integrated IT products and solutions. We discuss best practices for creating a sales strategy, a part of our 6-step revenue growth methodology.

When developing sales strategies, some of the most important steps require alignment between multiple departments within the company. An effective strategy begins with collecting market research, which maps out competitors’ product strategies and highlights areas of differentiation for your sales strategy. Then, with a strong corporate strategy, the market research will help you craft next year’s sales goals. Finally, the product strategy will ensure your sales strategy is well-rounded.

In order to complete your sales strategy, you must be aligned with your company’s marketing strategy to ensure the marketing budget will drive demand for your products. Then sales enablement will focus your employees on customer-driven sales strategies, instead of a product-driven strategy.


Ready to Make Your Number?

If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016 report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/conta....