Business Management Series: Sales & Marketing

Sales and Marketing: An Introduction to Sales and Marketing

by Business Management Series November 25, 2011 Business

In this step, we will discuss how to define your sales and marketing strategy for your business. We will determine how your sales infrastructure and marketing plan relate to your overall business growth strategy. Now that you have a solid foundation for your goals and have a clear definition of how you will handle the [...]

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Sales & Marketing Strategy Chapter One: Business Goals and Objectives

by Business Management Series December 2, 2011 Business

Aligning your business goals, objectives and personal goals is essential to the success of your organization. It is virtually impossible to run a company without a plan, but a plan is useless without objectives and milestones. As previously stated, you should always develop your strategy with the end in mind. Setting your business goals and [...]

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Sales & Marketing Strategy Chapter Three: Understanding The Sales Cycle – Part 1

by Business Management Series January 13, 2012 Business

Every organization’s sales cycle will be different to some degree. This is due to the nature of the products or services that are sold. For instance, the sales cycle for reselling components (which is typically a turn-around sale) is usually dramatically different then a server sale (which typically has a longer sales cycle). It is [...]

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Sales & Marketing Strategy Chapter Two: Building a Sales Team

by Business Management Series January 6, 2012 Business

Your organization will fail without a solid sales team (even if that means that you are the sales team). Your sales team is the front line for advocating your company and establishing relationships with both your customers and your prospects. The development of a solid sales team is essential for your growth and survival. Defining [...]

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Sales & Marketing Strategy Chapter Three: Understanding The Sales Cycle – Part 3

by Business Management Series January 27, 2012 Business

Every organization’s sales cycle will be different to some degree. This is due to the nature of the products or services that are sold. For instance, the sales cycle for reselling components (which is typically a turn-around sale) is usually dramatically different then a server sale (which typically has a longer sales cycle). It is [...]

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Sales & Marketing Strategy Chapter Three: Understanding The Sales Cycle – Part 2

by Business Management Series January 20, 2012 Business

Every organization’s sales cycle will be different to some degree. This is due to the nature of the products or services that are sold. For instance, the sales cycle for reselling components (which is typically a turn-around sale) is usually dramatically different then a server sale (which typically has a longer sales cycle). It is [...]

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Sales & Marketing Strategy Chapter Five: Partnering vs. Selling

by Business Management Series February 10, 2012 Business

One of the tempting habits of a new organization is to form “handshake alliances” with as many non-competing organizations as they can find; specifically those organizations that have a complimenting product or service. While it is important to form alliances and partnerships, these agreements should be solid and chosen carefully. A partnership exists for one [...]

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Sales & Marketing Strategy Chapter Four: Developing a Sales Pipeline

by Business Management Series February 2, 2012 Business

1-3-6-12 Month Forecasting vs. Actual Until you establish a clear sales history, your sales forecasts will be your best guess estimate (culminating the data you collected through market research). This best guess estimate should be used to refine your goals. Developing goals are important. Although the first few years of your business’ life will be [...]

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Sales & Marketing Strategy Chapter Seven: Let One Hundred Flowers Bloom

by Business Management Series February 24, 2012 Business

Referrals can lower costs, enhance existing customer relationships and build your customer base. Referrals are often passed by advocates or evangelists that you have impressed and satisfied; which means that it is equally important to provide the same level of service to the referred party. If you perform a good service and the client agrees [...]

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Sales & Marketing Strategy Chapter Six: How to Win a Price War

by Business Management Series February 17, 2012 Business

Price war challenges The unfortunate thing about price wars is that usually no one wins. The integrity of the true value-add offerings of your business can be compromised. Price war conditions exist when there is no discernible difference between competitors. As a result, the customer is forced to consider the only factor in which they [...]

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