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    5 Key Strategies for 2010...

    Bob Apollo
    Post by Bob Apollo
    December 17, 2009
    5 Key Strategies for 2010...

    The past year has proved challenging for some sales and marketing organisations, but others have seized the opportunity to rethink their plans, out-execute their competitors and win market share.  Our own observations, backed up by the latest research from the likes of McKinsey, Stanford, the HBR, CSO Insights and others, have identified 5 strategies that seem to be particularly relevant as we enter 2010. 

    These strategies are already enabling top-performing teams to eliminate wasted effort, increase revenue predictability, and improve the return on their sales and marketing investments.  We're pleased to share them with you here, in the hope they might prove relevant to your own situation:

    One

    IDENTIFY Your Most Valuable Prospects

    The most successful organisations have made a point of systematically identifying the common characteristics of their most promising prospects, and have focused their sales and marketing efforts on targeting them. Learn more about identifying your most promising prospects here... 

    Two

    ADDRESS Their Most Important Issues

    Once you have identified your most valuable prospects, you can turn your attention to their most important issues - the ones that they cannot afford not to deal with - and show how your capabilities can address them. Learn more about understanding your prospects' most important issues here...

    Four

    FACILITATE Your Prospects’ Buying Process

    The top performers have been able to sell and market smarter.  They understand how and why their prospects choose to buy, and focus their sales and marketing activities on facilitating their prospects’ buying process. Learn more about facilitating your prospects' buying process here...

    Four

    INSIST On Evidence-Based Pipeline Management

    This past year, fewer than 50% of forecasted deals actually closed on time and at the expected value.  But organisations that implemented an evidence-based approach to pipeline management did significantly better than their peers. Learn more about evidence-based pipeline management here...

    5

    MOTIVATE and Reward Appropriate Behaviour

    The top-performing organisations have been able to implement thoughtful incentive schemes that align all employees around common goals and motivate and reward appropriate behaviour throughout the workforce. Learn more about motivating and rewarding appropriate behaviour here...






     

    How do these strategies align with your own priorities for 2010?  We'd love to hear from you.  By the way, we've captured some of the key implications in a 15-point checklist which you can download here.

    Let me know how you get along...

    Bob Apollo
    Post by Bob Apollo
    December 17, 2009
    Bob Apollo is a Fellow of the Institute of Sales Professionals, a regular contributor to the International Journal of Sales Transformation and Top Sales World Magazine, and the driving force behind Inflexion-Point Strategy Partners, the leading proponents of outcome-centric selling. Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob now works as a strategic advisor, mentor, trainer and coach to ambitious B2B sales organisations - teaching them how to differentiate themselves through their provably superior approach to achieving their customer's desired outcomes.

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