Successful sales strategy: it’s (nearly) all in the planning

October 24, 2012

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We’ve been working with Red61 recently to help them to develop a coherent sales strategy and marketing plan. They’ve got a great product and their customers think they are wonderful but they needed help with how to convey their overall greatness to the right people, at the right time, in the right way.

As a sales strategy driven business we are accustomed to working hard to identify target sectors; companies within those sectors; individuals within the companies; and then segmenting our audience into hot, warm and cool leads. Naturally, this takes time and requires commitment as well as a robust process to ensure information is organised, stored and used effectively. We also know how easy it is to allow day to day work that you’ve already secured to take up 100% of the company’s resources; but of course this can cause problems down the line if the sales strategy isn’t consistently filling the sales funnel with new projects (the dilemma of so many SMEs…).

It’s been great to have the opportunity to share our knowledge and experience with a growing company like Red61. They are expanding rapidly and the company’s reputation has been such, that until now they’ve not really had to work hard to win new clients. They are also open to new ideas and suggestions; and their success to date shows that they’re determined and tenacious (important characteristics in a salesman as our own Mr Hook knows only too well).

The next few months will see Red61 getting the basics of a sales strategy in place under our guidance: clearing out their database; qualifying and segmenting leads; as well as starting to develop a marketing contact programme that will enable them to build relationships over time in a manageable, organised, measurable and productive way. We are looking forward to seeing the results of all this hard work and time invested!


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