From my early days in sales, I was an organized sales prospector. I relied on my process to reach out effectively to make my number. My sales prospecting process worked. Then one day, our team was introduced to a new system to help us manage our day-to-day activity and reporting capabilities to increase revenue growth. I sat there in shock. There was “a new and improved“ sales prospecting process to use and record information. I was devastated and disgusted.

Management’s Response to Digital Transformation

I now had to follow a new sales prospecting process to get management information they required. It disregarded the efficient process I had defined for myself. I went to my manager to report that this was cumbersome and ineffective. His response was that I needed to be a team player, learn the new process, enter what was required, and make it work. I later found out that the “executive committee” worked tirelessly to digitally transform and roll out these new sales processes.

And he was right, I needed to be a team player and adopt the upper management’s new sales processes. While I did incorporate what was needed to provide management feedback, I was astute enough at the time to take their sales process and incorporate points from my old sales prospecting process that enhanced my individual performance, while still adhering to current processes and reporting.

I learned during that experience, which served me well when I later built teams and introduced new processes., one of management’s biggest challenges is transforming the organization digitally. And today, transitioning an organization to embrace the efficiencies of AI while allowing autonomy and authenticity rears its ugly head. As a team builder who uses automation to enhance productivity, efficiency, and accountability, I learned the following three key points.

1.) First, form an executive leadership committee representing all departments affected by the changes. Sales, marketing, and customer service, operations, to name a few. Be sure the executives appointed to those roles have the support of upper management and their people or teams. In this way, key committee members have the support needed to understand what is working and not working in the trenches, and what is required by management to balance the best, quickest, most productive, and efficient options that enhance the outcomes of the new mechanisms developed to improve.

2.) Not to mention, be inclusive and ensure solid representation from those using the systems to facilitate easier buy-in during new implementations and rollouts. Develop a questionnaire or survey that elicits crucial feedback to eliminate redundancy and inefficiency while at the same time preserving unknown sales prospecting processes that streamline operations and deliver better results.

3.) Again, be open and honest, transparent, communicate clearly, consistently, and concisely. It should be no secret that upper management is dedicated to removing cumbersome sales processes to streamline operations. To improve productivity, profitability, and revenue growth, the company aims to have all levels embrace and participate in making the organization better for employees and customers.

Not only should everyone know the goals but also who is involved, why it is happening, the crucial role each employee plays in delivering workable solutions. Employees should know that relationships are a give and take, and they may gain x in giving up y.

1.) Change management. Most people like me in the earliest example avoid and find it hard to embrace change. We get accustomed to our ways of and close our minds to curiosity and to learning what could be. Managements obligation is to have clear goals but openly discuss what employees are truly feeling about the change.

2.) Likewise, buy- In is important. Moreover, in order for a family to function properly, you need to understand the wants and personalities of all the family members, including their openness to change. Truly understanding and discussing reluctance and reaction to change is key to making the family work. Work environments are no different.

Elisa Ciarametaro, Principal at Exceed Sales, Inc., offers sound sales suggestions that make an impactful difference and better sales outcomes to individual contributors, managers, and executives in sales, sales development, marketing, and customer service. To learn more about Elisa Ciarametaro get more information at  www.exceedsales.com, sign up for our newsletter, call Elisa at 917 653 0125, email elisac@exceedsales.com or follow her on LinkedIn. 

The post Digital Transformation : Revamping Sales Prospecting Processes appeared first on Exceed Sales.

Sales prospecting, change and transformation is a challenging profession. A sales professional must be skilled at many tasks. If you have done or are doing the job, you understand.

Sales professionals prospect to fill the sales pipeline, yet sales prospecting is hard. Impeccable follow-up is essential.

Whether it’s lack of time, inexperience, or resistance to performing the required tasks, one of the most challenging parts of selling is knowing the buyer’s and/or buying committees’ willingness and ability to ignite and get a commitment to change.

Yes, change. Doing something different than the status quo of what you are doing today.

We Must Have Prospects Who Embrace Change

Many times in sales, we spend hours with one perfect prospect. Early in my sales career, I was no exception. My ideal prospect did not buy. Why, you ask, they were the perfect prospect? They fit the ICP perfectly: the right industry, region, ideal number of employees, and annual revenue. Our solution was a perfect fit for their operation, and they acknowledged the benefits they would receive as our customers received from using our solution.

Many years later it occurred to me that the status quo was more comfortable and livable than the change and disruption brought about by our new solution. Moving forward, I always sought to understand my competition, and I considered the status quo a viable and realistic competitor in all my deals. It was a painful lesson to spend so much time with this prospect only to determine that inertia won the contract. I was naive and stunned by their decision, but I learned quickly.

We experience the same in personal situations.

Strategies to Increase Sales: Change and Adapt

Here are strategies to increase sales, helping buyers through their buying journey regarding change, transformation, and inaction.

1.) Discuss change and inaction with buyers in an open, meaningful dialogue.

Questioning, asking, listening, engaging, and thinking are all essential strategies to increase sales.

• How long has this problem/ challenge/pain persisted?
• Have you tried to resolve or fix it before?
• If yes, what happened? If not, why not?
• Why is it pressing now?
• What is the cost and impact to not make the change?
• How will you resolve the obstacles that stood in your way the last time?

An open dialogue around these key points will give you a foundation for further exploring the attitude and process regarding change and transformation for the buyer, buying committee, and organization.

• Where do they fall on the adopter chart? Are they early adopters, late majority adopters, or somewhere else on the scale?
• What is their change, transformation, and adoption history?
• How often does transformative change occur in the organization?
• How does change fare? Were staff accepting of changes?
• What is the culture of the organization/decision-makers?

2.) Observe and keeping your eyes and ears well attuned. Visit prospects and look around.

• Is their surrounding atmosphere state of the art or dated?
• Is their technology state of the art or dated?
• How do they present themselves?
• Is their outlook favorable?
• How do they view /perceive you?

3.) Analyze/review with them

• What are direct and indirect costs under your current method?
• Is this reasonable? To whom?
• How will these costs escalate going forward?
• Here is how we would reduce the annual cost. Thoughts?
• What and who is involved on your end in approving or buying into this improvement?

4.) Beware of non access

• Who is the buyer/buyer committee?
• Have you met everyone? Why? Why not?
• What are their views on your proposal/change/ inaction?
• Are there any pending significant events occurring? A merger? IPO?
• Will you get access, and when, if you haven’t

While these categories present areas for introspection with your prospect, consider these categories and questions to thwart inertia in your deals. Please give this thought, and feel free to reach out if I can offer any additional insights or tips regarding change and transformation in a sales situation.

Elisa Ciarametaro, Principal at Exceed Sales, Inc., offers sound sales suggestions that make an impactful difference and better sales outcomes to individual contributors, managers, and executives in sales, sales development, marketing, and customer service. To learn more about Elisa Ciarametaro get more information at  www.exceedsales.com, sign up for our newsletter, call Elisa at 917 653 0125, email elisac@exceedsales.com or follow her on LinkedIn. 

The post Sales Prospecting: Change & Transformation Or Status Quo? appeared first on Exceed Sales.

How Does Serving Others Relate to Sales

What does helping others and giving back have to do with sales?

Everything! Serving, sharing, and helping are mindsets deeply ingrained in a person. If a person values these attributes, what they do in their personal life will spill into their professional life. How does serving improve future sales to customers?

To Give Back, You Have to Care

Giving teaches us to be empathetic, aware, and engaged. You have to care and invest in making a difference in someone’s life.

Empathetic

To help someone, you must understand or at least try to understand how they feel and why.

While you may never have been in the situation, you must listen to help, a key component for success in sales to customers.

It is essential to understand your buyer by listening to their wants, needs, desires, challenges, struggles, and obstacles.

• What are they faced with both externally and internally?
• What personal or professional problem are they faced with?
• How do you help improve their situation and provide a resolution?

As you build a relationship with your buyer, you will interact with them and discuss these topics in depth, learning more about your buyer and positioning yourself to add value.

Aware

It’s essential to be aware when you help someone, especially in sales to customers.

• Why does your buyer have a particular position or perspective?
• What is their background in trying to resolve a past situation?
• What process do they follow to get what they need for their group?
• What are their aspirations? How can you help?

Learn their history, surroundings, experiences, motivations, and goals. This is critical to helping you guide them through their buyer journey, providing the right direction, information, and advice.

Engage

Engaging with someone can be pivotal to helping someone.

Now, if you are giving back or helping people, your level of engagement may not be deep. You may write a check to your favorite organization. If you volunteer, you may perform your tasks and converse with those seeking help, but you don’t need a deep understanding of the root causes of their challenges to help them in your volunteer role, like handing out coffee on a breadline. But if you were tasked with helping them solve their challenges, you would need to engage in impactful discussions about the root causes of their situation to help them resolve them.

If you are helping someone solve a challenge and offering a solution, like a doctor, salesperson, you must listen, question, clarify, diagnose, and share. You must be able to explore and discover the root or cause. If you don’t understand the root or cause of the problem, it may be harder to solve. This diagnosis builds a bond with the patient prospect or customer, showing a deep interest in genuinely helping them, making you better equipped to help them.

Most people want to make a positive difference in someone’s life. The same should be true in a sales situation.

A Case in Point

In my early days in technology sales, I learned that being empathetic, aware, and engaged was paramount. Clients buy when they urgently need to resolve a situation quickly that impacts them profoundly. A client was overwhelmed by the volume of payroll his firm was manually processing for its accounting clients, slowing growth in his tax practice. Mistakes proved costly. They were seeking to automate client payroll to avoid penalties and liabilities and automate manual processes to increase their client base. I understood that growing their business was important , as well as helping their clients. Clearly, my solution was not the only one available. I believe I won the sale because I understood what my new client was facing internally and externally, and articulated how I could help him achieve his aspirations by engaging with him, being aware, and empathizing. A true interest and rewarding experience to help him succeed.

Sales of Services: Giving Can Help You be a Better Salesperson

Yes, sales of services is a profession, but that desire to make a positive difference in a prospect or customer’s life can help you become a better salesperson.

Think of it this way:

• Would you feel good knowing your solution helped your prospect or customer get an award or promotion for implementing efficiencies that reduced company costs?

• What if the increased effectiveness of your solution allows your prospect or customer to spend more quality time with their family, stress-free, since it automates mundane tasks that make processes more efficient?

An interest in making a difference for your buyer or prospect could make you a better salesperson and improve your sales of services.

Here are Two Tips for Sales to Serve Buyers

• Realize buyers will buy within their timeframe, not the sellers’. Salespeople often offer discounts to prompt buyers to make a decision within a seller’s timeframe. Sometimes, this strategy works out, but not always. A seller must realize the buyer will choose when they see the value and have their resources in place to make the deal.

• Sellers need to have a solid, strong pipeline constantly. Buyers will decide when to sign. Sellers need to meet their quota. If sellers fill the pipeline with viable, qualified prospects, they should have many prospects and customers whose timeframe may fall within theirs.

Solve the challenges, problems, or obstacles prospects and customers face. Yes, you are well -versed in your company, product, and customer, but no one knows a prospect and customer situation like themselves and why they are considering your offering.

It is all about clients, not you, so honor their buyer journey and provide what they need when they need it. Sure, you have new products or services coming to market soon, but they will not be interested unless portions of your offering make it better for your prospect or customer. The bottom line is to improve their situations.

I hope these tips for sales provides insights to serve your prospects and customers.  

Elisa Ciarametaro, Principal at Exceed Sales, Inc., offers sound sales suggestions that make an impactful difference and better sales outcomes to individual contributors, managers, and  executives in sales, sales development, marketing, and customer service. To learn more about Elisa Ciarametaro get more information at  www.exceedsales.com, sign up for our newsletter, call Elisa at 917 653 0125, email elisac@exceedsales.com or follow her on LinkedIn. 

The post Serving Others in Sales appeared first on Exceed Sales.

Many in sales and marketing use AI to improve their processes. But it does take patience, tenacity, and ingenuity to have AI assist you.

How To Use AI for Sales Development

Sales help is here to help you maximize AI usage in sales development.

• Don’t spit out what AI spits out to you without careful review. Analyze the information presented and ask yourself: Is it accurate? Does it provide sales help to me? Just because AI sent it to you doesn’t mean it’s correct; you are responsible for reviewing for accuracy. Failure to do so could result in an embarrassing situation for you.

• How current is the information AI gives you? For example, AI may only offer up-to-date information until a certain timeframe and give you the month and year that they can provide information to you.   If you are using AI for sales help, ask AI how current is the information they are giving you.

• Use AI as an outline to gather data; don’t let your finished product be AI. Artificial intelligence has provided sellers with faster, more detailed information to craft emails. Take time to review the data carefully and use that data to craft the email. Don’t take output and use it verbatim. Prospects and customers are sensitive and keen to recognize AI in emails and correspondence.

• Be authentic. Don’t be a bot. Communicate with prospects and customers in your voice. How do you build a relationship if you not your true self? Think of the consequences.

•  Use storytelling to engage prospects and customers. AI for sales development may be able to reason, but today, it doesn’t feel emotions. It is not emotionally intelligent you are, so use your gifts. Tell stories that will bring your point to light or help them understand the value or benefit to them.

AI for Sales Development and Sales Expertise

AI for sales development will provide valuable data, and give you time to sharpen your sales expertise.

• Put on a detective or investigative hat and ask. In light of what I know as an emotionally intelligent individual who can critically think and feel, does the information delivered back to me make sense and provide the sales help or sales expertise  I was looking for?

• Develop prompts to deliver the data, and information you seek. Here is a case in point: I created a prompt to provide updated contact titles for a sample list of target market companies. Some of the results came back suspect.

I structured my prompt to ask for certain title contacts in these target market companies. AI did not deliver the sales help or sales expertise I sought in all cases.   Why? Some companies did not have a contact title and corresponding name. After analyzing the sample data I discovered some of these companies may have merged with another company.

The Truth About Prompts

Sure enough, after I adjusted my prompt, A I for sales development had contact titles or names to report for those newly merged companies. as well.

• Many great prompts and guidelines have been developed, but there is no magic. My situation and business are unique; therefore, a prompt that may work best in another situation or for another company may not be ideal for me. Thus, I develop prompts that work best for my situation to get the best results possible.

• First, creating prompts may take more time than doing the task itself. When you get started using AI for sales development, to keep the process efficient,  outline your process to see what can and cannot work, then determine the best tasks for AI for sales development to provide sales help. Outlining this process will take time to perfect, but if you do not have a sound process, you will not be efficient at automating the most automatable tasks.

How To Develop Helpful Prompts

• Be curious. Learn how to do your job more effectively and spend time improving your sales expertise. Research and try different tools that can help you do your job better. Then, by trial and error, see which method or tool makes it easier. Sign up for webinars, take classes, read, listen, watch, and try. Be an adventurous explorer and a sponge absorbing information as it changes fast and furious.
• Test and refine before you implement an automated task fully. I have heard of salespeople who unquestioningly trust AI for sales development, only to find that testing and refining would have been a better approach

• Share and learn from peers. Since AI for sales development is moving and evolving fast, others may be experimenting with different methods, prompts, tools, or processes that can help you perform tasks faster and cheaper. Again, be inquisitive, communicate, and interact with others. Share and create ideas, collaborate with others.
• Don’t get sloppy. Use proper grammar, punctuation, and professional writing guidelines when using AI for sales development. For example, if AI can provide an outline or ideas for your email based on many factors, use a correct salutation to address your prospect or customer. Provide accurate contact information, such as your name, title, and company, at the end of your correspondence.

How AI for Sales Development Can Aid Sales

When used appropriately, AI can provide sales help, enhance sales expertise, and save time. As the above suggests, provided one uses the proper guidelines and caution, it can help or hinder sales marketing and customer service efforts. How you approach using AI as a tool will dictate your success to a large degree.

For a fresh perspective on modern prospecting, schedule a free 30 minute consultation with Elisa..

Elisa Ciarametaro, Principal at Exceed Sales, Inc., offers sound sales suggestions that make an  impactful difference and better sales outcomes to individual contributors, managers, and  executives in sales, sales development, marketing, and customer service. To learn more about Elisa Ciarametaro get more information at  www.exceedsales.com, sign up for our newsletter, call Elisa at 917 653 0125, email elisac@exceedsales.com or follow her on  LinkedIn. . 

The post Thirteen  AI for Sales Development Guidelines appeared first on Exceed Sales.

Here is an example of how email transformed workplace efficiency: 

Before the fax machine and email, the process for sales and sales development to invite customers to an event was to phone or mail them a physical invitation.  

First, decide which customers will receive an invitation. Then, have each sales professional write an invitation to their customer and deliver it to the customer.  Fax and email significantly improved this process, procedure, and workplace productivity,  enhancing efficiency for sales representatives (although I am still a proponent of  handwritten invitations in certain instances).

Will AI Build a Sales Pipeline for Sales and Sales Development

AI can automate tasks today, but a sales representative’s human relationships with customers are vital to build a sales pipeline.  

In the example above, the criteria for selecting which customers receive an invitation must be  sound before the sales representative can determine who to invite to the  event. A well-defined process will evaluate customer invites, invitation message content and customer invitation delivery.

Before delivering the invitation, the sales representative must consider the  customer invite list. While assembling and sending the invitation can be automated today, a salesperson’s discretion is still essential in formulating the customer invite list and is also needed to build a sales pipeline.

Automation After Process/Procedure Improvement

Here is an example: What if a firm wanted to host an “intimate gathering” for “key decision makers” in their “growth” customer accounts?

What if the executive host defines “intimate gathering” as 100 customer guests, “key decision makers”, those included in past customer purchases, and “growth”, having additional requirements for future products and services? Although these guidelines can help salespeople determine which customers to invite, ambiguity and gray areas will be involved in the salesperson’s customer selection process.

What if the number of  customer invites exceeded the limit? Who will the sales representatives decide to invite?

One hundred fifty customers are on the list, but only 100 can attend the ‘intimate gathering.’ There is a restriction on the number of attendees to keep it an ‘intimate gathering.’

In either case, what if the invitation process was automated using email or AI even. 

Consider This

In this scenario, the executive committee wants to invite one hundred  customers, but salespeople selected one hundred fifty invites. Questions remain.

How do you determine which one hundred customers receive an invitation?  

What if an AI workflow rule were to select the one hundred customers, who would receive  an invitation? 

Where would one write the rule? 

Who should your salespeople invite to the ” intimate gathering”?  

Do the sales and sales development representatives require discretion in determining  which customers can come? 

The answer is yes. The company must establish customer invite criteria, document sales development processes and procedures, and salespeople must invite customers.  Still, in some cases, the selection process may be subject to the discretion of sales  representatives.  

Even with process, procedure, and criteria, dilemmas require human intervention. How are these  situations resolved if AI automates the entire customer invite process? If the customer invite process is 100 percent AI automated without human oversight, inaccurate customer selection or omission from the customer invite list could affect revenue and sales outcomes in select  situations.  

Only a human, the salesperson, can determine which customers  will be invited to the event if a unique invite situation arises.  

AI and Technology Tools Lack Human Emotion Today

Although future applications of AI for sales development are unknown, will AI agents feel  human emotion one day with the advent of Agentic AI for reasoning? 

It once seemed far-fetched that fax and email would revolutionize efficiency in the workplace. Will AI agents one day master interactions with actual humans on an emotional level? 

Human Emotion is Vital for Relationships Building 

For example, I remember a sales situation early in my career where a prospect was adamant about a start date that was challenging for my company to accommodate. The prospect was reasonable on all aspects during the sales negotiation but was adamant about this date. I had built a strong working relationship with this prospect so I was perplexed why this start date was so important. 

We went to lunch and I uncovered that she had a previous poor experience with an implementation and wanted to allot enough time for adjustments. I assured her the start date we originally proposed allowed for adjustments in our experience. 

I had her talk with two customers about their implementation experience. She was assured we would meet her implementation date based on our proposed start date after speaking with our customers. We kept our originally proposed start date which she was comfortable with and the implementation was a success. 

To build and maintain genuine human relationships, sales representatives must be empathetic and understand, listen and comprehend what they hear from prospects and customers and ignite the desire to take action and change how they do things today.  

All of these attributes are human conditions. Without them,  how do you build a relationship, engage in meaningful conversations and establish a trusting and significant relationship with someone, why would  they buy from you?

Social skills and feelings you share for or with another human today are unique encounters  between humans.  

Two Examples : Will AI Replace a Human?

1.) Your customer has a baby. Who calls her to congratulate her? 

2.) Your prospect’s dad passes away. Who goes to the service?  

In conclusion, artificial intelligence and technological advances are good for society. It will  transform sales and sales development and revenue and sales generation today by helping to  automate menial, mundane tasks. It is progress and allows all to be more productive and  efficient. Time will tell how advanced AI will become and which tasks it will automate, aiding  workers, executives, etc. Perhaps one day, but at the moment humans still have the upper hand when it comes to empathy. 

Until then, I think it necessary to recap this:

1.) AI can automate menial, mundane tasks, but human sales emotions are vital to building meaningful customer relationships and building a sales pipeline to increase  revenue and sales. 

2.) Defining, reviewing and testing processes or procedures before automating is essential  to realize revenue and sales gains from the use of AI. 

3.) AI for sales development is evolving quickly. Stay tuned as we see how artificial intelligence unfolds and affects our daily lives. 

For a fresh perspective on modern prospecting, schedule a free 30 minute consultation with Elisa.

Elisa Ciarametaro, Principal at Exceed Sales, Inc., offers sound sales suggestions that make an  impactful difference and better sales outcomes to individual contributors, managers, and  executives in sales, sales development, marketing, and customer service. To learn more about  Elisa Ciarametaro get more information at www.exceedsales.com and Exceed Sales Inc., sign up  for our newsletter, call Elisa at 917 653 0125, email elisac@exceedsales.com or follow her on  LinkedIn.  

The post Sales and Sales Development: Human Relationships in an AI World appeared first on Exceed Sales.

Well-defined and documented processes and procedures are more efficient when certain tasks are automated and out-of-date methods replaced. Innovative technology and AI will continue to enhance sales and marketing over time.

As Dr. Anthony Branda. MBA, PhD, CAP in From Next Best Action (NBA) to Agentic AI: The Evolution of Intelligent Decisioning -NBA 3.0 explains, traditional next best action systems “suggest the best action to a human or automated system”, but “a human or another system executes the action.” Next best action with Agentic AI can “decide on actions, autonomously execute the actions, monitor outcomes, and adjust future actions without human intervention. “

 How can this affect your go-to-market strategy and marketing roles? Here is an example:

According to Dr. Anthony Branda, “Traditional NBA: suggests a personalized offer for a marketer to use in an ad campaign.” but a human runs the campaign. “Agentic NBA: AI generates and runs the campaign itself, adjusting messaging dynamically based on engagement data.”

AI can help reduce the human workload, increase efficiency, and enable marketers to collaborate and communicate more effectively, making better decisions to engage prospects and customers. The impact of technology, automation, and AI specifically addressing marketing roles, depends on:

• The type of marketing role
• The tasks performed in each marketing role
• The level of marketing role
•  Whether AI and automation will free up marketing personnel to perform critical problem-solving functions 

Whether the marketing role is an executive position, such as the Chief Marketing Officer, a Marketing Director, or a Marketing Manager role, or a Marketing Assistant role, your go-to-market strategy should consider the most efficient way tasks and decisions are executed in each marketing role to build trust and relevance with customers and prospects.

What Impact Will AI Have on Marketing Roles and Marketing and Customers

Marketing roles can become more efficient while preserving privacy, personalization, and performance to serve customers and prospects better.

• CMOs (Chief Marketing Officers) drive revenue through strategic sales marketing and customer initiatives such as building brand awareness, acquiring customers, and effectively working with other departments. 
•  Marketing Directors focus on promoting products and driving sales marketing and customer engagement.
•  Marketing Assistants handle tasks like researching and reporting marketing material and tracking program conversions.

Automation can perform some tasks faster and cheaper. Companies should analyze cost savings and efficiency achieved through automating certain tasks to determine the impact on the organization. If you automate to increase productivity and improve accuracy, there will be more time for strategic thinking to enhance sales marketing and customer initiatives.

How AI Will Affect Marketing and Selling Initiatives

By automating within the marketing role using AI, marketing professionals at all levels can better focus on marketing and selling initiatives. 

Humans have emotional intelligence, critical thinking, intuition, feeling, emotion, and keen judgment to manage marketing and selling strategies and initiatives that increase revenue and sales.

Marketing roles today require human intelligence, knowledge, experience, skills, and interactions to:

• Lead a marketing team with unique personalities, responsibilities, goals, and career paths
• Manage, build, develop relationships with customers, prospects, partners and media
• Engage in meaningful live conversations with customers, prospects, or partners 

AI can free marketing personnel’s time for high-thinking, critical problem-solving functions, increasing efficiency and reducing costs. Thus, executives can make crucial decisions based on better information, increasing profitability. AI, technology, and automation can increase productivity and effectiveness. 

Key Go-To-Market Sales Strategy Components

Your go-to-market strategy will probably include:

Identifying tasks and complex calculations that can be handled by AI, technology, or automation is essential for freeing up time for decision-making in marketing and sales, ultimately boosting productivity and efficiency. By allowing more free time for higher-level thinking, you provide more time to develop creative, successful, and impactful solutions. 

As AI quickly evolves, adopt it where you can:

• Improve the effectiveness and positive outcomes for sales and marketing
• Automate tasks to accelerate marketing and customer initiatives and improve marketing and selling effectiveness.

For a fresh perspective on modern prospecting, schedule a free 30 minute consultation with Elisa. 

Elisa Ciarametaro, Principal at Exceed Sales, Inc., offers sound sales and marketing suggestions that make an impactful difference and improve sales outcomes for individual contributors, managers, and executives in sales, sales development, marketing, and customer service. To learn more about Elisa Ciarametaro, visit www.exceedsales.com, sign up for our newsletter, call Elisa at 917 653 0125, email elisac@exceedsales.com, or follow her on LinkedIn.

The post Marketing : Future Considerations appeared first on Exceed Sales.

Besides, for a business to be successful, it must have sales, customers, and profit. Additionally, Branding and sales efforts, outcomes, and successes are part of marketing and sales strategies in a business plan.

First, branding is important for a company to obtain customers, those customers need to be aware of your organization and why your company, products and services are unique. Finally, sales generate revenue, once customers explore how a company product or service can overcome an obstacle or challenge for them.

Branding and Sales are functions of Marketing and Sales

Sales and marketing must work in unison to produce results. Therefore, these guidelines should be adhered to religiously.

• First, in the early business phases, a dedicated sales and marketing team lead/project coordinator, should be designated to resolve issues and move toward productive results.
• Secondly, clear, concise communication between both areas will allow for impactful adjustments that will produce results;
• Finally, Testing and monitoring of efforts regularly produces better sales outcomes;

Essential Sales and Marketing Strategy Business Plan Components

Consequently, what should a sales and marketing strategy business plan Include?

5 Essential Marketing Business Plan Components

• Develop the company mission statement and market position
• Determine the ideal customer profile and target industries
• Define benefits /solutions that resolve challenges, obstacles, pain points per target audience
• Develop an informative website
• Create internal and external marketing materials

5 Essential Sales Business Plan Components

• Determine salesperson headcount
• Define sales processes and procedures
• Define sales quotas and territories
• Define sales stages
• Develop customer success stories

Sales and Marketing Alignment Is Essential to Revenue Growth

This real-world sales and marketing alignment scenario can provide useful insight. Although sales development reported to a senior sales and marketing executive, he did not have allegiance to sales, marketing or sales development. His allegiance was to revenue production and the resolution of issues to reach that goal.

At the beginning, sales did not meet their revenue quota goals. All eyes turned to lead generation. After careful review of lead quantity, quality and follow up practices, the following guidelines were instituted for sales, marketing and sales development:

The marketing lead qualification and questioning criteria were refined and shortened. SDRs were instructed to deliver only leads to sales that met the lead qualification and questioning criteria of higher quality leads and to nurture less sales-ready leads.

At the direction of the senior sales, marketing and sales development executive, salespeople followed up with the sales-ready leads within 24 hours.

The senior sales, marketing and sales development executive monitored the results of the adjustments and met weekly for updated status. As a result, sales results improved with these simple tweaks.

Sales and Marketing Alignment at its Best

• Increased quality of leads
• Reduced volume of unqualified opportunities passed
• Decreased time to follow up by sales

Over time, this process resulted in increased sales. Sales and marketing alignment to address, implement and monitor lead quantity, lead quality and sales outcomes delivered positive sales results.

For a fresh perspective on modern prospecting, schedule a free 30 minute consultation with Elisa..

Elisa Ciarametaro, Principal at Exceed Sales, Inc., offers sound sales suggestions that make an impactful difference and better sales outcomes to individual contributors, managers, and executives in sales, sales development, marketing, and customer service. To learn more about Elisa Ciarametaro get more information at  www.exceedsales.com, sign up for our newsletter, call Elisa at 917 653 0125, email elisac@exceedsales.com or follow her on  LinkedIn. 

The post Marketing and Sales Strategies in a Business Plan: Why? appeared first on Exceed Sales.

Yet I was recently involved in a situation that surprised me. A senior sales executive suggested we blast my client’s database (remember Spray and Pray?) weekly with what appeared to be generic messages to me.

Check Suggested Sales Actions Against Your ICP

1.) Did the database represent the client’s ideal customer profile companies?
2.) Did the database represent the client’s target market contacts?
3.) Do the contacts have similar roles and responsibilities to the clients?
4.) Is the database clean and accurate?
5.) Will the messaging be tailored to show how our solution solves each target market contact’s problem with your product?
6.) How often and when will the email be sent?

While these questions may be obvious, address them as part of a strategic plan before executing your outreach. There are better alternatives. Spray and pray rarely delivered consistent positive results for me!

To communicate and engage your Ideal Customer Profile through email, understand them first, then:

1.) Research how often they want to hear from you
2.) Understand their challenges
3.) Communicate how your solution solved their challenges for their peers

You must effectively communicate with your ideal potential customer to hold their attention and engage them in a meaningful discussion.

The post Why Staying True to Your Ideal Customer Profile Matters! appeared first on Exceed Sales.

While the goal of every salesperson is or at least should be blowing past your sales target number, I have an excellent remedy to relieve the tension and uncertainty surrounding reaching the number goal. 

To Exceed Your Sales Target You Must Focus

It is straightforward as most of life, but it requires not just simple discipline, focus, and dedication but doing the challenging tasks consistently and early when you don’t feel like doing the chores. 

And that complex task is to start filling that pipeline the moment you clear the decks and book everything you can at year-end. So yes, Q1 is not the time to be relaxing, especially for those who emptied their pipelines and those with long product sales cycles. 

It used to be a reasonable pipeline goal that was 3x revenue. That is no easy task and must start on day one. Why? Depending on your territory, you will use various sources to fill this pipeline, probably both customer future needs and prospects’ wants and need. 

Start prospecting. Call, or write to connect. Just do it and start early. Of course, only some deals close in the timeframe you want, and sometimes you get lucky, and bluebirds fly in. However, it is undisputed that prospecting early with a focused, concentrated effort will reward you next year-end.  

The post How To Exceed Your Sales Target Number Quarter After Quarter appeared first on Exceed Sales.

When acquiring a new customer, you succeed through marketing mechanisms like customer testimonials, awards, referrals, product reviews, etc. However, these marketing props and features don’t consider building a relationship and partnership that occurs after years of service, working with, and getting to know each other. 

Trust is essential in any relationship; easy to lose, hard to achieve, and takes time to build and maintain between two parties. However, individuals with values, cultures, and perspectives tend to gravitate together and welcome those that think differently and contribute innovative ideas and new ways of viewing the world. Forming that bond between vendor and customers is critical to the success of both parties.

That is, in my opinion, the missing piece of the puzzle when soliciting new business and why it’s so hard to obtain the new customer. While vendors and potential customers know more about each other in a referral situation, no two people or organizations are the same. No two people or organizations can tell how they will develop that relationship until they do it. 

That is why nurturing and developing a customer relationship works. Having a prospect feel that the relationship can work with the vendor is less tangible and more critical than the brochure award or testimonial!

The post Easier to Keep Existing Customers Than Gain New Ones? appeared first on Exceed Sales.