The 5 Keys to New sales Development in 2014

John Duvenage www.smbgrowthstrategies.com

5 KEYS TO NEW SALES DEVELOPMENT IN 2014

THAT WORK - IF YOU APPLY THEM!

#1. KNOW WHY YOUR STAKEHOLDERS BUYYOUR PRODUCT ORSERVICE.

How?

• Ask yourself what would happen in a stakeholder’ business life if they suddenly didn’t have access to you product or service?

• Knowing the in-depth answer to this question helps you create strong value propositions for each person typically involved in your sales cycle



#2. Focus 100% of your sales and marketing efforts on prospects who are highly likely to buy your product or service.Why?

• Typically around 3% of targeted companies have an active initiative to buy a product or service like yours.

• There’s another 20% or so who are dissatisfied with their current situation and will need a product or service like yours in the future.

• Get in early and help your prospect see the value you offer before your competition is even aware of an opportunity.


Why?

• Some people say they like to ‘wing it’ - they don’t feel ‘natural’ using scripts.

• Nonsense. Do the best news anchor people ‘wing it’ when the go on the air? Do they sound scripted? No.

• It’s no different for salespeople. They have a few seconds to make a first impression that creates interest and not resistance, and that helps their prospect understand that they have something to offer that is going to improve their business situation.

# 3. CREATE CALL AND VOICEMAIL SCRIPTS SO

YOU DON’T WASTE ANYONE’S TIME AND

UPSET YOUR PROSPECTS.


# 4. SET UP A PROSPECTING

SYSTEM

What?

• Email Templates for the different stages of the buy cycle• Conversation guide / play book for each stakeholder• Common push-backs with responses• CRM system for data capture and sales execution.• Tools like LinkedIn, Get Response, Sales Loft etc.


# 5. SET UP A LEAD NURTURING

SYSTEM

Why?

• 50% more sales-ready leads• 20% increase in sales opportunities• 9% increase in salespeople making quota• 10% decrease in new salesperson ramp time

Business

The 5 Keys to New sales Development in 2014