A startup sales strategy is critical for success (here’s why); it helps you understand what value you are adding to the market, who your potential customers are, and how you will build profit. A sales strategy is like a sports playbook.
Sales as a sport
You start with the outline of field or court, which represents your market. Then you identify the key players (competitors, potential partners, etc.) and map out a plan for scoring. Just as plays adapt for different positions, your sales approach should adjust for different customers depending on their unique needs.
A great article in Virtual-Strategy Magazine lists 10 ways great salespeople avoid dropping the ball and keep the game going and I’ve listed the best, below.
7 ways to avoid dropping the ball in your startup sales strategy
- Be proactive – offense is the best defense
- Document all the good news, not just the bad
- Understand your customer’s buying process. When you learn the rules, you’ll know how to break them.
- Develop internal champions. As one company owner put it, all our staff are salespeople.
- Know your competition. Hint, it’s every resource or company competing for the same budget.
- Sell to C-Suite. Always start at the top!
- Sell value. Everyone sells a widget; it’s how you add value that differentiates you.
You can read the full article here.
Have you got a sales strategy? If not, begin by identifying who are the key stakeholders and map out a plan for reaching out to them and you’ll be on your way. Keep refining and tweaking it.
Remember, it’s always a work in progress.