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Casual Articles - A Basic Sales Planning Strategy That Really Works
Are you thinking about changing careers but scared to blindly jump into something new? Are you not sure where to start? Most people are unhappy and frustrated with their current job, but don’t know how to create a plan to move into a new career.If you are lost about where to start, and not sure what career would
Management by crisis has become one of the most popular terms. These people allow a crisis to develop and then act upon it. They never try to anticipate a crisis, but act only when the full-blown crisis arrives. Why do they manage like this? They behave in this way because they subconsciously enjoy fighting crisis, and f
I run a sales forum in the UK (http://www.asalesforum.com/) we get many questions from new sales people, seasoned professionals and small business owners relating to new business sales campaigns. I firmly believe that planning is key and the answers to their questions often relate back to this simple sales planning method.
Step 1 – Get access to historical data on your existing customers and their buying habits and information about prospects who will not buy from you.
Step 2 – Find information on your major competitors, their products and USP’s.
Step 3 – Now take a look at your top customers (depending on the nature of your business and customer spend, this could be as few as 5 or as many as 50) take a look at why they buy from you. Do they like your customer service? Do you offer product features that are unique? Do you offer additional services they value? Are you a one stop shop for them? Do you fill a specialised niche? Also are there some comm
Branding used to be a fancy business word, but it is becoming more and more used in everyday business meetings. Finally! For decades, big corporations have used in-house, very well paid brand managers - someone in charge of managing everything that relates to the brand, including design, package and partnerships. You've
Step 1 – Get access to historical data on your existing customers and their buying habits and information about prospects who will not buy from you.
Step 2 – Find information on your major competitors, their products and USP’s.
Step 3 – Now take a look at your top customers (depending on the nature of your business and customer spend, this could be as few as 5 or as many as 50) take a look at why they buy from you. Do they like your customer service? Do you offer product features that are unique? Do you offer additional services they value? Are you a one stop shop for them? Do you fill a specialised niche? Also are there some com
It's amazing how advertising has so drastically changed in the last couple of years. The advent of DVRs and online content has completely changed the advertising landscape. Advertisers are pressured to come up with new ways to capture eyeballs. Advertising has become more creative, more edgy, and more memorable. The YouT
Step 1 – Get access to historical data on your existing customers and their buying habits and information about prospects who will not buy from you.
Step 2 – Find information on your major competitors, their products and USP’s.
Step 3 – Now take a look at your top customers (depending on the nature of your business and customer spend, this could be as few as 5 or as many as 50) take a look at why they buy from you. Do they like your customer service? Do you offer product features that are unique? Do you offer additional services they value? Are you a one stop shop for them? Do you fill a specialised niche? Also are there some com
All larger companies and all those who have been in the market for several business cycles are prone to an (identity) crisis. Corporate identity and the product of the company are related. This is quite important when dealing with change.In his book – “let’s make things better,” Marcel Metze writes about the Phili
Step 3 – Now take a look at your top customers (depending on the nature of your business and customer spend, this could be as few as 5 or as many as 50) take a look at why they buy from you. Do they like your customer service? Do you offer product features that are unique? Do you offer additional services they value? Are you a one stop shop for them? Do you fill a specialised niche? Also are there some com
The defintion of Customer Relationship Management (CRM) that I favor is "CRM is the business strategy that aims to understand, anticipate, manage and personalize the needs of an organization's current and potential customers"From this we can learn that CRM is more than just a piece of software; CRM is a business
Step 4 – Next take a look at the prospects which do not buy from you and find some common traits with these.
Step 5 – From here you can easily see what it is your biggest customers like about you and why they buy from you, which business is being won by your competition and why, along with any existing gaps in the market.
Step 6 - You now understand why your best customers are your best customers and why your prospects are buying from the competition.
From here you can make informed decisions about who to target and with which products or services. Every time you speak to another prospect they will be similar to your best existing customers, so therefore, will have great potential to become a loyal customer too. An added benefit to this exercise is that you will learn a lot more about your competition.
Following these steps can be as simple or in depth as you wish
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