2023 sales strategy presentation

How To Crush Your Next Sales Strategy Presentation

Table of contents.

For sales teams, creating and presenting your strategy can be crucial for meeting your sales goals and your overall sales performance. Not only can a great sales strategy presentation help you narrow down your target customers and reach new customers, but it can also provide beneficial information for other stakeholders and departments at your company.

As you prepare to deliver a compelling sales strategy presentation that will effectively persuade your audience, and ultimately, help you to close deals and achieve your sales targets, here is some information to consider.

What Is A Sales Strategy Presentation?

A sales strategy presentation is a comprehensive set of slides that outline an organization’s sales goals, target market, sales processes, strategies, and performance measurement. Creating a strong sales presentation helps the sales team convey their strategies to the executive team, investors, or customers.

Additionally, a sales strategy presentation template can also be used to present data on the customer experience or customer journey, different sales channels, revenue goals, and customer segments.

In a nutshell, a sales strategy presentation acts as an anchor for the team by keeping them focused on the company’s goals, sales targets, and process.

What Makes An Effective Sales Strategy Presentation?

An effective sales strategy presentation is one that delivers a clear message to the audience and compels them to take action. To make your sales strategy presentation effective, consider the following factors.

Defining Clear Target Markets

The first step towards making a sales strategy presentation effective is to define your target audience. For any business, you need to have a target customer in mind as you create a strategy. Doing so can help you focus your marketing plans, sales strategy, and value proposition.

Defining your target market strategy can be accomplished by analyzing your existing customers, as well as tracking your market trends, demographics, and behavior. It is also important to segment your audience for your sales force to create a personalized approach in your sales plan to meet each section’s needs. You can structure your segments by demographics like age, location, interest, lifestyle, and more.

In this example below for FlexFleet Rental, we focused on customer highlights, reviews, and information that can be used by a sales rep to make the sale.

Identifying The Key Goals

After defining the target markets, the next step is to identify the key aims of your sales strategy presentation. Again, as with any strategy or plan, clear goals are crucial to lead your team to success.

Goals should be simple, measurable, achievable, measurable, and timely. In a sales strategy presentation, your goals can focus on increasing customer lead generation, improving the product mix, developing new sales strategies, exploring new markets, understanding the sales cycle, and reaching new prospects.

These aims should be aligned with the overall objectives of your organization and should be clear and concise. The sales teams should work with the marketing team to ensure your sales plan can be executed efficiently. It is important to identify aims related to sales volumes, revenues, and profit margins.

A Mapped Out Sales Process/Strategy

Hunting for buried treasure isn’t very easy without a map. The same goes for accomplishing your goals in your sales plan.

Mapping out a sales process or sales strategy in your sales plan is crucial for effective project and campaign management. This process should be identified and defined to ensure that your team can optimize their time and resources in order to complete the sales plan accordingly. The mapping process must be aligned with the marketing and product plans to ensure that there is no conflict between them.

Ensure that your sales and marketing components are used effectively both online and in person, whether it be customer service, email marketing promotions, or online advertisements.

Having Accurate Forecasting vs The Annual Sales Budget

A clear understanding of what can be realistically achieved, based on the annual sales budget, is important for an effective sales strategy presentation. It is important to be realistic with forecasting to avoid setting unrealistic goals that are difficult to achieve.

Metrics and customer data can be used in your sales plan to forecast changes and trends. While great strategy often involves creative thinking, using data and quantitative information in your strategy is also crucial if you want to sell effectively.

How Performance Is Going To Be Measured

Measuring performance is key to determining the success of any sales team or sales strategy presentation. This should be done over time and involve tracking various metrics, including lead generation, conversion rates, cost of goods sold, perceived value, online or in stores sales, website traffic, and revenue generation rates. This data needs to be monitored and the team needs to pivot to new sales strategies, as necessary.

A sales strategy presentation for ING Financial shows different metrics that can be used to reach targets and goals within their sales plan. Companies can benefit from using metrics and data to develop new sales tactics, create sales campaigns, and expect trends in the market.

What Impact Can A Sales Strategy Presentation Have On Your Sales Team

An effective sales strategy presentation can have a significant impact on your sales team’s performance. A sales strategy presentation will not only provide clear objectives and targets for current and new salespeople at your business, but it can help to motivate your team by providing a clear vision of how they can achieve success. Additionally, a creative sales presentation can engage your audience and lead to a boost in motivation.

A clear sales strategy will help your team stay aligned and focused on their overall goals in the sales plan.

Understand That A Sales Strategy Presentation In The Starting Point

It is important to understand that a sales strategy presentation should be seen as a starting point, not a finished project. As a sales kick off meeting can kickstart the year, a strategic presentation is a starting line for your plan. Remember that as sales priorities shift and evolve, the sales strategy presentation should be regularly updated to reflect this.

Sales Strategy Presentation Template: Final Thoughts

In conclusion, an effective sales strategy presentation is a critical tool in the hands of the sales team that helps them communicate their objectives and strategies effectively. It helps create a shared understanding of the company’s sales goals, target audiences, sales processes, strategies, and performance measurement.

By focusing on the key factors discussed above, you will be able to deliver a compelling sales strategy presentation and sales strategy plan that will help you hit your targets and get your company on the fast track to success.

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11 Sales Strategy Examples to Make Your Own

Written by: Zain Zia

A strong sales strategy can help your business win sales, achieve desired goals and generate more revenue.

While a marketing strategy can attract the right leads, you need a strategic sales process to nurture those leads through the funnel and close them successfully.

In this article, you’ll learn what a sales strategy is and how to create one. We’ve also included top sales strategy examples from real-life brands to inspire your own.

Table of Contents

What is a sales strategy, types of sales strategies: inbound vs. outbound, how to create a sales strategy + template, sales strategy template (edit & download), top 11 sales strategy examples you should know, what’s the most effective sales strategy, sales strategy examples faqs.

• A sales strategy is a compilation of a company's sales objectives and the methods and tactics it will employ to achieve those goals.
• Think of it as a roadmap that helps your team set clear targets, define sales strategies, allocate resources efficiently, and measure progress toward sales goals.
• There are two major sales methodologies: inbound and outbound. An inbound sales strategy is when the buyer initiates contact with your sales team. Outbound selling strategies involve salespeople initiating contact with potential customers.
• To develop an effective sales strategy, conduct an audit of your current approach, create an ideal customer profile, create SMART sales goals and KPIs and build a sales stack for your team.
• Develop a sales budget, develop your sales process, understand your sales cycle, communicate and assign tasks and review and improve your sales plan.
• Some of the best sales strategy examples include social selling, creating a FOMO or limited-time offer, becoming a thought leader, sharing case studies and more.
• Visme offers a wide range of templates and tools for creating or improving your sales strategy. Teams of all sizes can create sales plans , sales enablement content , sales collateral , sales reports , sales budgets and much more.

A sales strategy is a cohesive plan that outlines your sales goals and the actions you’ll take to achieve those targets.

It serves as a complete guide for your sales team and provides key information like selling methodologies, sales targets, growth benchmarks, sales processes, product positioning, KPIs, competitive analysis and more.

The purpose of a sales strategy is to align your sales team and assign actionable tasks to each salesperson. Sales strategies also help you track progress against set goals and make reporting easier and more accurate.

There are two sales methodologies in almost every industry and organization; inbound and outbound. You can use one of the two or both of them at the same time.

Let’s take a look at these two sales strategies and how they work:

Inbound Sales Strategy

An inbound sales strategy is when the buyer initiates contact with your sales team.

Companies taking an inbound approach typically create content that educates customers and solves specific problems. Then, they distribute that content where customers can organically find it and incorporate calls-to-action at various points to drive action from the target audience, i.e., getting in touch with sales.

The biggest benefit of using an inbound sales strategy is that you get more high-quality leads into your sales pipeline to begin with. That’s because people getting in touch with your business are those who were actively looking for your solution and your product or service caught their interest.

As a result, you have more chances of converting these high-quality leads into paying customers as they’re already prepped for the sale to some extent.

Outbound Sales Strategy

In contrast, outbound selling strategies involve salespeople initiating contact with potential customers. This includes cold calling, cold emailing and running ads.

The idea behind an outbound strategy is to reach as many people as possible, including those who may not be interested in your solution. The goal is to get your brand more exposure and persuade potential buyers to get in touch or buy your product or service.

The problem with outbound strategies is that they’re usually not as effective as inbound strategies. While you may get more leads into your sales pipeline initially, you may also experience more drop-offs at various points in your funnel.

That said, not all outbound sales strategies are bad. In fact, smart companies use a combination of both strategies to drive as many high-quality leads and sales as possible.

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In this section, we’ll walk you through the steps of creating your own sales strategy. We’ve also included an editable sales strategy template for you to get started on the right foot.

Conduct an Audit of Your Current Sales Standing

A sales audit can help you identify gaps and opportunities in your current strategy. It’s a detailed analysis of the entire process and resources being used to make sales.

Find out if your sales reps are properly following the current sales process and how well it is aligned with the buyer journey. Additionally, identify the main strengths and weaknesses and think of ways to revamp your strategy.

• Are there any missing or unnecessary steps?
• Is there something your competitors are doing and you’re not?

Also, evaluate your key performance indicators.

• How are your KPIs performing against competitors?
• Are you tracking the right KPIs?
• Are there any KPIs missing?

Remember to analyze your lead generation process and the specific number of leads needed to generate the required sales.

Look for trends in closing deals and find out the number of stalled deals. Examine the pipeline for different sales reps and remove leads that are less likely to close deals.

Create an Ideal Customer Profile

Before you can build a powerful sales strategy, you need to know who you’re selling to. That’s why the first step is to identify your target customers and create personas for reference.

This is where an ideal customer profile (ICP) comes in. An ICP defines your most valuable customer and is usually presented as a visual document detailing their characteristics.

Your ideal customer profiles (ICPs) should be as clear and precise as possible. This will help you identify prospects quickly.

Try to answer the following questions when building your ICP:

• Where are your customers located?
• What is their age group, gender, profession and income?
• What do their background and lifestyle look like?
• What are their habits and frustrations?
• What are their favorite brands or apps?

Also, find out the psychographics, company size and buying process of your ideal customer. Use this information to focus your sales strategy on solving the customer’s pain points and highlighting relevant product features and benefits.

Conduct thorough market research to gather this information and collect insights using multiple methods, including interviews, surveys, polls and social listening.

Choose S.M.A.R.T Sales Goals & KPIs

Set realistic and quantifiable milestones for company goals, target revenue, and annual and monthly sales. Also, dig into factors like connection ratio, number of sales, length of sale cycle and closing ratio.

SMART sales goals and KPIs incorporate five important criteria for sales teams to focus on and achieve their goals. Here’s how you can employ them in your sales strategy:

• Specific . Define clear, specific sales goals. Unambiguous goals are not as effective, so avoid being too simple. For instance, “increase revenue or sales” is not enough. You must have a clear revenue target to reach and pinpoint the exact approach you will use.
• Measurable. Make sure your sales goals are easy to track and you have a system in place for measuring progress. For example, if one of your goals is to increase sales calls, decide on how you’re going to calculate that number, such as by keeping track of all the cold calls your salespeople make.
• Achievable . Your goals should not be impossible to achieve. For instance, if you made $500,000 this year, setting a target revenue of $10M would be impractical. Set targets your team is able to reach in a given time.
• Realistic. Your goals should fit in with your entire sales strategy and the current situation. Before you set goals, do consider the context and try to keep realistic objectives. For example, if you’re not currently selling on Instagram, you cannot expect to make a huge number of sales through the platform immediately.
• Time-based. You need to have a well-defined timeline to monitor changes or growth. For instance, you can set a goal to reduce your average deal closing time from 2 weeks to 1 week by 8th December, 2022.

Build a Sales Stack for Your Team

A sales stack is a collection of tools and software that can improve the productivity and efficiency of your sales team by giving them access to key insights and data.

Below are some must-have tools for your sales stack:

• Lead generation, scoring and prospecting tools
• Customer relationship management (CRM) tools
• Analytics, reporting and sales presentation tools
• Team collaboration and communication tools
• Live chat and other customer service tools

Managers can also utilize sales tools to oversee operations and workflows and to keep track of leads. Sales reps can use it to manage their pipeline and set clear goals.

Make a Sales Budget

A sales budget involves estimating your company’s total revenue within a given time period and then using that to set clear sales goals and allocate resources to various tasks.

Setting a sales budget helps your team stay focused and motivated, and it also allows your business to maximize profitability in the long run.

Develop a Clear Sales Process

Create a comprehensive, step-by-step sales process to take potential consumers from the awareness stage to the purchase stage. This will help your sales team stay on track, make fewer mistakes and ensure more conversions at each step of the funnel .

Optimizing your sales process also helps you keep your customers satisfied and allows you to track valuable insights and collect data related to your buyers. Once you figure out a sales process that works for you, your salespeople can replicate the steps to improve performance and the overall health of your sales pipeline .

Communicate & Assign Tasks

Use a tool that ensures your team is always on the same page. You can also use it to communicate in real-time, make calls, or share screens with each other.

A versatile tool will help your sales reps and team members stay organized and updated about new tasks and deadlines.

Whether you’re creating sales enablement content or sales collaterals , Visme's collaborative tool ensures your team members are in sync. You can invite team members to view, comment, or edit. Also, you can tag team members, leave comments (and assign tasks), resolve comments and more.

Adjust Your Sales Plan Along the Way

Think of your sales plan as a living document that should continuously grow to meet your business’s goals, changing customer demands and the ever-evolving competitive landscape.

Keep track of the latest developments in the sales industry, experiment with new and unique sales tactics and observe your competitors' activities. Then, revisit your sales strategy, and adjust and adapt as needed.

Level up your sales plan with the help of this template below. Or visit our comprehensive library to find sales plan templates that suit your needs.

If you’re looking to build a sales plan and present your strategy in front of the management or your sales team, we’ve got your back.

The sales strategy presentation below comes with 15 professionally designed slides to help you put together sales numbers and plans in a visually appealing way.

You can customize each and every aspect of this presentation in Visme’s editor. Use built-in graphics, fonts, animated icons, stock photos and videos , audio clips and more to personalize this sales strategy presentation.

Watch this tutorial to learn how to create an amazing presentation in Visme:

In this section, we’ll look at several inspiring sales strategy examples. You’ll be able to see how top brands are using popular sales techniques in real life.

Sell to Target Niche Markets

Tapping into niche markets helps you address specific needs and attract quality customers. With less competition and lower costs of acquiring and keeping customers, your business is more likely to thrive. Bamboo HR offers an excellent example of this sales strategy. The company focuses on creating engaging experiences at every step of the funnel for its target audience of small to medium-sized businesses.

For instance, they create targeted ads and sponsored content to address the specific needs of their ideal customers. This sales approach has helped the company increase its cost-per-lead efficiency by more than 40%.

Target Pain Points of Your ICPs

At Visme, we understand who our most valuable customers are and what makes them tick. We collected that information using a combination of surveys, interviews and user data. Then, we utilized this valuable insight to go above and beyond in keeping them happy with our products and features.

For example, our templates can be sorted by industry and role to make it easier for our ICPs to find the exact template they need to achieve their goals. Visme’s blog also publishes helpful, insightful content that solves actual problems our ICPs face.

Become a Thought Leader

Sharing high-value content full of original research and quality ideas can help your brand become a thought leader in its niche.

This content, in turn, lets you tap into emerging customer pain points, helping them better understand their needs. As a result, they develop a preference for your brand — when it's time to look for a solution, they turn to you.

Slack, for example, regularly publishes helpful, insightful and authoritative content on remote work, asynchronous communication, collaboration and modern corporate culture. This has successfully positioned Slack as a thought leader and helped it win more business.

They also partner with known brands (e.g., IBM) for webinars and events on trending topics that interest their target audience. Take a look at the example above.

Incorporate Social Selling

Social media is an exceptionally powerful tool for driving sales. Even Instagram evolved from a photo-sharing app to a complete selling platform within a few years.

Brands, especially in the eCommerce space, can benefit largely from social selling . That’s where most of your customers are spending their time, so it makes sense for you to reach them where they’re receptive and comfortable.

B2B and SaaS brands are also using social selling on platforms like LinkedIn and Twitter to build relationships, share thought leadership content, reach out to potential leads, and bring in demos and inbounds.

Salesforce leverages social media platforms such as Twitter, LinkedIn, and Facebook to engage with customers and prospects through B2B-style social selling. Their proactive presence on each platform includes sharing content related to their brand and products, as well as updates about ongoing events and promotions at Salesforce.

Use Storytelling

One of the best ways to engage your audience and gain their trust is through storytelling . These stories inject personality into your brand and make you more relatable to prospective customers at every step of the sales cycle

Shopify regularly publishes interesting case studies and stories about their customers to boost interest and drive the audience to take action.

Offer a Free Trial

If you’re selling a SaaS product, offering a free trial can help convert more leads into customers as it minimizes the risk involved for them. If they like your product, chances are they’ll have no problem purchasing a subscription after the trial period is over.

QuickBooks, for example, offers a 30-day free trial that doesn’t require a credit card for all plans. This easy process makes it more likely for potential consumers to sign up and try the software before deciding to buy.

Use FOMO or Limited Time Deal

A limited-time offer can work extremely well in generating sales. This strategy entices the customer to act urgently so they don’t miss out on an exclusive or “limited-time” offer.

Secret Woods, a handcrafted rings store, uses the FOMO approach with its limited edition collection by writing, "Get a limited edition shell before it’s gone forever."

Tap Into Referral or Affiliate Marketing

Another great strategy is affiliate marketing. Evernote does this by allowing you to earn a commission for every new user who signs up for a paid plan using your referral link.

Rewarding affiliate partners, especially in monetary terms, gives them the incentive to promote your product or services and boost your sales.

At Visme, our partner or affiliate program allows you to earn up to 25% in recurring commissions as long as the customer stays with us.

Offer Discounts & Deals

Discounts and deals are proven sales strategy examples that entice new customers and drive repeat purchases from existing customers. Essentially, customers get special offers and price reductions for certain products or services.

Witchery, a women’s fashion store, offers 10% off the first purchase for new subscribers and enjoys other member-only benefits.

Share Case Studies

Case studies show real-life proof that your product or service works. It highlights the success other clients have had with your product or service. When done right, case studies can help you build credibility and maximize sales conversions.

At Visme, we have an entire page dedicated to sharing how Visme has helped other brands achieve their goals.

Visme also has an extensive library of templates for creating one-page case studies or multi-page case studies . You can use them as marketing materials or sales enablement content to boost your sales strategy.

Utilize your case study as a lead magnet to attract or nurture leads. You can even pair your case studies with Visme Forms to boost conversions.

Upselling & Cross Sell

Retaining current customers is 5x cheaper than acquiring new ones. That’s why cross-selling and upselling are effective sales strategies that can help you boost profits.

Upselling is about convincing customers to purchase a more expensive item.

In this example, Readmag offers an upgrade that packs in a lot of value. Users get a free xyz domain when they upgrade to a paid plan.

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Cross-selling is another effective strategy to boost your sales; it involves recommending complementary products to your buyers.

Here’s how Walmart uses cross-selling to drive more purchases. When a user selects a product from Walmart's online store, the platform suggests a list of related and complementary items that pair well with the original product.

Other Examples of Sales Strategy

Value-based Selling

Value-based selling (VBS) is a sales strategy that focuses on delivering value to the customer rather than simply promoting a product or service. It involves understanding the customer's needs, challenges, and goals and then presenting solutions that address those needs and provide tangible benefits. Ultimately, the customer’s purchase decisions hinge on how much value the product or service provides.

Power-Based Principle

The power-based principle in sales is a strategy that acknowledges that power dynamics play a significant role in sales interactions. It recognizes that each party involved in a sale has varying levels of power and influence and that understanding and managing these power dynamics can lead to more successful outcomes.

In essence, the power-based principle suggests that salespeople should focus on maximizing their power and influence in the sales process while minimizing the power and influence of the customer. By understanding these principles, salespeople can

• Navigate complex sales interactions
• Gain an advantage in negotiations
• Build stronger relationships and
• Ultimately, close more deals

SPIN Selling

SPIN Selling is a consultative selling technique that focuses on understanding the customer's situation and needs and then tailoring the sales pitch accordingly.

The SPIN framework is broken down into four key elements or questions:

• Situation Questions: These questions are designed to gather information about the customer's current situation, such as their goals, challenges, and current processes.
• Problem Questions: Once the salesperson has a good understanding of the customer's situation, they can ask problem questions to help the customer identify potential problems or pain points.
• Implication Questions: After identifying problems, the salesperson can ask implication questions to help the customer understand the consequences of not addressing those problems.
• Need-Payoff Questions: The final step is to ask need-payoff questions that help the customer understand the benefits of addressing the identified problems.

Solution Selling

If you’re looking for sales strategy examples for small businesses, this is a great choice.

Solution selling approach focuses on identifying customers' needs and pain points and providing products and services that address those problems. With this selling strategy, the salesperson highlights the features and benefits of their product or service, demonstrating how it can solve the customer's issues.

Challenger Selling

This sales approach is based on the book The Challenger Sale by Brent Adamson and Matthew Dixon. Challenger selling is a sales strategy that emphasizes educating and customizing the sales process for each customer while also maintaining control over the experience.

The approach is based on the idea that customers don't always know what they need and that salespeople should be able to educate and guide them toward solutions that they may not have considered.

Ideally, a combination of sales strategies should work together to help you achieve business goals.

However, the most effective strategy is having a deep understanding of your target audience. Then, you must optimize every step of the sales funnel and buyer journey accordingly.

An engaging customer experience will result in higher retention and revenue and will help you make more sales in the long run.

Use different tools to interact with your customers and gain unique insights about them. Try to understand their pains, challenges, likes and dislikes. Then, react to these insights and create a sophisticated sales strategy and sales plan for your audience.

Q. What are five sales strategy examples?

The five key sales strategy examples include

• Value-based selling
• Consultative selling
• SPIN selling
• Solution selling
• Challenger selling

Q. What are the four Ps of sales?

The "Four Ps" of marketing, also known as the marketing mix, are commonly used strategies for sales and marketing. While they are more closely associated with marketing, they can also be applied in the context of sales strategies.

These elements are Product, Price, Place, and Promotion.

• Product: Sales professionals need in-depth knowledge about the products or services they are selling.
• Price: Salespeople need to have a good understanding of pricing strategies. They should know the cost of the product, the profit margins, and the pricing models being used (competitive pricing, value-based pricing, etc.).
• Place: Place refers to the distribution channels. For sales, it's important to understand how and where the product is available to customers. This includes knowing the geographical locations where the product is sold, the online platforms (if applicable), and the logistics involved in delivering the product to customers.
• Promotion: Promotion involves all the activities used to make the product or service known to the target audience and persuade them to buy it. Salespeople engage in promotional activities when they communicate with potential customers. This can include personal selling, advertising, sales promotions, and public relations.

Q. What are the 3 sales techniques?

Consultative Selling

Consultative selling is one of the best sales strategies. It is a customer-focused approach where the salesperson acts as a consultant, understanding the customer's needs, challenges, and goals. Instead of simply pitching a product or service, the salesperson engages in meaningful conversations with the customer to identify their pain points

This is one of the most effective sales strategies. This sales approach focuses on providing value to the customer throughout the sales process. Sales representatives act as consultants, helping prospects make informed purchasing decisions by offering tailored solutions to their specific needs.

Relationship Selling

Relationship selling emphasizes building strong, long-term relationships with customers. Sales professionals employing this technique invest time and effort in understanding their clients on a personal level. They focus on communication, trust-building, and providing exceptional customer service.

Q. What are the five steps to determine your target audience?

Here are five steps to help you determine your target audience:

1. Conduct Market Research

Start by conducting thorough market research to gather data about your industry, competitors, and existing customer base. Analyze the demographics, psychographics, behaviors, and preferences of your current customers. This data will provide valuable insights into who is already interested in your products or services.

2. Identify Your Ideal Customer Profile

Create an ideal customer profile (ICP) .

You can achieve this by outlining the characteristics of your ideal customers.

Consider factors such as age, gender, income level, education, job title, industry, geographic location, hobbies, interests, and challenges. Determine what problems your product or service can solve for them.

3. Segment Your Audience

Divide your target market into segments based on similarities in demographics, behaviors, or needs. For example, you might have different segments for young professionals, parents, or small business owners. Each segment may have distinct preferences and requirements, allowing you to tailor your marketing strategies more effectively.

4. Conduct Surveys and Interviews

Engage with your existing customers and potential leads through surveys, interviews, or focus groups. Ask them about their needs, preferences, and pain points related to your industry or niche. Direct feedback from your audience can provide valuable qualitative insights that quantitative data might miss.

5. Analyze and Refine

Analyze the collected data and refine your target audience definition based on the insights gained. Look for patterns, commonalities, and trends among your audience segments. Be willing to adjust your target audience definition if new information emerges. Regularly revisit your target audience analysis as your business evolves and market dynamics change.

Take Your Sales to the Next Level With Visme

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Create documents , presentations , graphics and other print and digital media for sales enablement, marketing, HR and other purposes. Use features like collaboration, live sharing, presenting and more to bring your team together while creating amazing sales content.

Find out how Visme can help sales teams succeed . Or, look through these specific sales templates to find resources to help your team sell better.

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About the Author

Zain is a freelance writer for eCommerce and SaaS businesses. When he’s not crafting converting copy and insightful content, he can be found making travel videos or discussing soccer on social media.

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Business Sales Strategies for 2023 Infographics

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2023 looks to be a very productive and successful year (at least, it will be if you use infographic resources such as those included in this template). It is a series of infographics focused especially for companies to organize the sales strategy for this year 2023. With tables, graphs and different resources from the world of finance, such as an Ansoff matrix, your sales will not stop increasing this year.

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7 Types of Slides to Include In Your Sales Presentation

Inside the mind of your prospect: change is hard, before-after-bridge: the only formula you need to create a persuasive sales presentation, facebook — how smiles and simplicity make you more memorable, contently — how to build a strong bridge, brick by brick, yesware — how to go above and beyond with your benefits, uber — how to cater your content for readers quick to scan, dealtap — how to use leading questions to your advantage, zuora — how to win over your prospects by feeding them dots, linkedin sales navigator — how to create excitement with color, how to make a sales pitch in 4 straightforward steps, 7 embarrassing pitfalls to avoid in your presentation, over to you.

A brilliant sales presentation has a number of things going for it.

Being product-centered isn’t one of them. Or simply focusing on your sales pitch won’t do the trick.

So what can you do to make your offer compelling?

From different types of slides to persuasive techniques and visuals, we’ve got you covered.

Below, we look at data-backed strategies, examples, and easy steps to build your own sales presentations in minutes.

• Title slide: Company name, topic, tagline
• The “Before” picture: No more than three slides with relevant statistics and graphics.
• The “After” picture: How life looks with your product. Use happy faces.
• Company introduction: Who you are and what you do (as it applies to them).
• The “Bridge” slide: Short outcome statements with icons in circles.
• Social proof slides: Customer logos with the mission statement on one slide. Pull quote on another.
• “We’re here for you” slide: Include a call-to-action and contact information.

Many sales presentations fall flat because they ignore this universal psychological bias: People overvalue the benefits of what they have over what they’re missing.

Harvard Business School professor John T. Gourville calls this the “ 9x Effect .” Left unchecked, it can be disastrous for your business.

According to Gourville, “It’s not enough for a new product simply to be better. Unless the gains far outweigh the losses, customers will not adopt it.”

The good news: You can influence how prospects perceive these gains and losses. One of the best ways to prove value is to contrast life before and after your product.

Luckily, there’s a three-step formula for that.

• Before → Here’s your world…
• After → Imagine what it would be like if…
• Bridge → Here’s how to get there.

Start with a vivid description of the pain, present an enviable world where that problem doesn’t exist, then explain how to get there using your tool.

It’s super simple, and it works for cold emails , drip campaigns , and sales discovery decks. Basically anywhere you need to get people excited about what you have to say.

In fact, a lot of companies are already using this formula to great success. The methods used in the sales presentation examples below will help you do the same.

We’re all drawn to happiness. A study at Harvard tells us that emotion is contagious .

You’ll notice that the “Before” (pre-Digital Age) pictures in Facebook’s slides all display neutral faces. But the cover slide that introduces Facebook and the “After” slides have smiling faces on them.

This is important. The placement of those graphics is an intentional persuasion technique.

Studies by psychologists show that we register smiles faster than any other expression. All it takes is 500 milliseconds (1/20th of a second). And when participants in a study were asked to recall expressions, they consistently remembered happy faces over neutral ones.

What to do about it : Add a happy stock photo to your intro and “After” slides, and keep people in “Before” slides to neutral expressions.

Here are some further techniques used during the sales presentation:

Tactic #1: Use Simple Graphics

Use simple graphics to convey meaning without text.

Example: Slide 2 is a picture of a consumer’s hand holding an iPhone — something we can all relate to.

Why It Works: Pictures are more effective than words — it’s called  Picture Superiority . In presentations, pictures help you create connections with your audience. Instead of spoon-feeding them everything word for word, you let them interpret. This builds trust.

Tactic #2: Use Icons

Use icons to show statistics you’re comparing instead of listing them out.

Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100.

Why It Works:  We process visuals 60,000 times faster than text.

Tactic #3: Include Statistics

Include statistics that tie real success to the benefits you mention.

Example: “71% lift driving visits to retailer title pages” (Slide 26).

Why It Works:  Precise details prove that you are telling the truth.

Just like how you can’t drive from Marin County to San Francisco without the Golden Gate, you can’t connect a “Before” to an “After” without a bridge.

Add the mission statement of your company — something Contently does from Slide 1 of their deck. Having a logo-filled Customers slide isn’t unusual for sales presentations, but Contently goes one step further by showing you exactly what they do for these companies.

They then drive home the Before-After-Bridge Formula further with case studies:

Before : Customer’s needs when they came on

After: What your company accomplished for them

Bridge : How they got there (specific actions and outcomes)

Here are some other tactics we pulled from the sales presentation:

Tactic #1: Use Graphics/Diagrams

Use graphics, Venn diagrams, and/or equations to drive home your “Before” picture.

Why It Works:  According to a Cornell study , graphs and equations have persuasive power. They “signal a scientific basis for claims, which grants them greater credibility.”

Tactic #2: Keep Slides That Have Bullets to a Minimum

Keep slides that have bullets to a minimum. No more than one in every five slides.

Why It Works:  According to an experiment by the International Journal of Business Communication , “Subjects exposed to a graphic representation paid significantly more attention to , agreed more with, and better recalled the strategy than did subjects who saw a (textually identical) bulleted list.”

Tactic #3: Use Visual Examples

Follow up your descriptions with visual examples.

Example: After stating “15000+ vetted, ready to work journalists searchable by location, topical experience, and social media influence” on Slide 8, Contently shows what this looks like firsthand on slides 9 and 10.

Why It Works:  The same reason why prospects clamor for demos and car buyers ask for test drives. You’re never truly convinced until you see something for yourself.

Which is more effective for you?

This statement — “On average, Yesware customers save ten hours per week” — or this image:

The graphic shows you what that 10 hours looks like for prospects vs. customers. It also calls out a pain that the product removes: data entry.

Visuals are more effective every time. They fuel retention of a presentation from 10% to 65% .

But it’s not as easy as just including a graphic. You need to keep the design clean.

Can you feel it?

Clutter provokes anxiety and stress because it bombards our minds with excessive visual stimuli, causing our senses to work overtime on stimuli that aren’t important.

Here’s a tip from Yesware’s Graphic Designer, Ginelle DeAntonis:

“Customer logos won’t all necessarily have the same dimensions, but keep them the same size visually so that they all have the same importance. You should also disperse colors throughout, so that you don’t for example end up with a bunch of blue logos next to each other. Organize them in a way that’s easy for the eye, because in the end it’s a lot of information at once.”

Here are more tactics to inspire sales presentation ideas:

Tactic #1: Personalize Your Final Slide

Personalize your final slide with your contact information and a headline that drives emotion.

Example: Our Mid-Market Team Lead Kyle includes his phone number and email address with “We’re Here For You”

Why It Works: These small details show your audience that:

• This is about giving them the end picture, not making a sale
• The end of the presentation doesn’t mean the end of the conversation
• Questions are welcomed

Tactic #2: Pair Outcome Statements With Icons in Circles

Example: Slide 4 does this with seven different “After” outcomes.

Why It Works:  We already know why pictures work, but circles have power , too. They imply completeness, infiniteness, and harmony.

Tactic #3: Include Specific Success Metrics

Don’t just list who you work with; include specific success metrics that hit home what you’ve done for them.

Example: 35% New Business Growth for Boomtrain; 30% Higher Reply Rates for Dyn.

Why It Works:  Social proof drives action. It’s why we wait in lines at restaurants and put ourselves on waitlists for sold-out items.

People can only focus for eight seconds at a time. (Sadly, goldfish have one second on us.)

This means you need to cut to the chase fast.

Uber’s headlines in Slides 2-9 tailor the “After” picture to specific pain points. As a result, there’s no need to explicitly state a “Before.”

Slides 11-13 then continue touching on “Before” problems tangentially with customer quotes:

So instead of self-touting benefits, the brand steps aside to let consumers hear from their peers — something that sways 92% of consumers .

Leading questions may be banned from the courtroom, but they aren’t in the boardroom.

DealTap’s slides ask viewers to choose between two scenarios over and over. Each has an obvious winner:

Ever heard of the Focusing Effect?

It’s part of what makes us tick as humans and what makes this design move effective. We focus on one thing and then ignore the rest. Here, DealTap puts the magnifying glass on paperwork vs. automated transactions.

Easy choice.

Sure, DealTap’s platform might have complexities that rival paperwork, but we don’t think about that. We’re looking at the pile of work one the left and the simpler, single interface on the right.

Here are some other tactics to use in your own sales presentation:

Tactic #1: Tell a Story

Tell a story that flows from one slide to the next.

Example: Here’s the story DealTap tells from slides 4 to 8: “Transactions are complicated” → “Expectations on all sides” → “Too many disconnected tools” → “Slow and error prone process” → “However, there’s an opportunity.

Why It Works:   Storytelling in sales with a clear beginning and end (or in this case, a “Before” and “After”) trigger a trust hormone called Oxytocin.

Tactic #2: This vs. That

If it’s hard to separate out one “Before” and “After” vision with your product or service because you offer many dissimilar benefits, consider a “This vs. That” theme for each.

Why It Works:  It breaks up your points into simple decisions and sets you up to win emotional reactions from your audience with stock photos.

Remember how satisfying it was to play connect the dots? Forming a bigger picture out of disconnected circles.

That’s what you need to make your audience do.

Zuora tells a story by:

• Laying out the reality (the “Before” part of the Before-After-Bridge formula).
• Asking you a question that you want to answer (the “After”)
• Giving you hints to help you connect the dots
• Showing you the common thread (the “Bridge”)

You can achieve this by founding your sales presentation on your audience’s intuitions. Set them up with the closely-set “dots,” then let them make the connection.

Here are more tactical sales presentation ideas to steal for your own use:

Tactic #1: Use Logos and Testimonials

Use logos and  testimonial pull-quotes for your highest-profile customers to strengthen your sales presentation.

Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box.

Why It Works: It’s called  social proof . Prospects value other people’s opinions and trust reputable sources more than you.

Tactic #2: Include White Space

Pad your images with white space.

Example: Slide 17 includes two simple graphics on a white background to drive home an important concept.

Why It Works:  White space creates separation, balance, and attracts the audience’s eyes to the main focus: your image.

Tactic #3: Incorporate Hard Data

Incorporate hard data with a memorable background to make your data stand out.

Example: Slide 5 includes statistics with a backdrop that stands out. The number and exciting title (‘A Global Phenomenon’) are the main focuses of the slide.

Why It Works:  Vivid backdrops are proven to be memorable and help your audience take away important numbers or data.

Psychology tells us that seeing colors can set our mood .

The color red is proven to increase the pulse and heart rate. Beyond that, it’s associated with being active, aggressive, and outspoken. LinkedIn Sales Navigator uses red on slides to draw attention to main points:

You can use hues in your own slides to guide your audience’s emotions. Green gives peace; grey adds a sense of calm; blue breeds trust. See more here .

Tip: You can grab free photos from Creative Commons and then set them to black & white and add a colored filter on top using a (also free) tool like Canva . Here’s the sizing for your image:

Caveat: Check with your marketing team first to see if you have a specific color palette or brand guidelines to follow.

Here are some other takeaways from LinkedIn’s sales presentation:

Tactic #1: Include a CTA on Final Slide

Include one clear call-to-action on your final slide.

Example: Slide 9 has a “Learn More” CTA button.

Why It Works:  According to the Paradox of Choice , the more options you give, the less likely they are to act.

Step One : Ask marketing for your company’s style guide (color, logo, and font style).

Step Two: Answer these questions to outline the “Before → After → Bridge” formula for your sales pitch :

• What are your ICP’s pain points?
• What end picture resonates with them?
• How does your company come into play?

Step Three: Ask account management/marketing which customers you can mention in your slides (plus where to access any case studies for pull quotes).

Step Four:  Download photos from Creative Commons . Remember: Graphics > Text. Use Canva to edit on your own — free and fast.

What are the sales presentation strategies that work best for your industry and customers? Tweet us:  @Yesware .

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Home » MTD Sales Blog » 13 Steps For Creating Your Sales Strategy Presentation

13 Steps For Creating Your Sales Strategy Presentation

But when it comes to ‘how to write a sales strategy’ and ‘how to present a strategy’ , where do you even begin?

We’ve got 13 useful steps to help you create an effective Sales Strategy Presentation that your stakeholders will love! From start to finish, we’ll cover everything you need to make it a huge success. Including a sales presentation structure to follow, and a strategy slide template to use. Let’s get started!

• What Is a Sales Strategy?
• What Is a Sales Strategy Presentation?
• How to Create Your Sales Strategy Presentation
• Effective Sales Strategy Presentation Template
• Wrapping Up

A Sales Strategy is a plan which aims to maximise sales whilst coordinating the plan across your whole sales team and aligning it with the corporate strategy.

Research giant Gartner defines Sales Strategy as “an organisation’s detailed plan to drive sales performance, innovation and growth by better penetrating existing markets and growing share of current customer wallet.”

This definition downplays the corporate alignment aspect and focuses on sales performance. However, a Sales Strategy does not merely consist only of delineating your sales approach.

In brief, a well-written Sales Strategy can be said to have three main aims:

• To ensure all reps are working to the same playbook and adopting a uniform approach
• To ensure that sales methods, messaging, and media reinforce corporate priorities
• To maximise sales revenue, within given targets and KPIs

The above list is not ordered in terms of priority—all three aims contribute vitally to your Sales Strategy.

When we’re talking about a presentation, it’s important to distinguish this from the pitch you’ll give to your clients. A Sales Strategy Presentation is where you obtain corporate buy-in for your sales approach, making sure that messaging, pricing, product specs, sales media and other details of your campaigns are clarified and agreed across the board.

In this presentation you’ll describe your target market, competitors, sales techniques , and the composition of your sales team, amongst other information. The aim is to secure support for your strategy, which may include budget approval. It’s important to include enough detail to convey the main information, without overburdening your audience.

Below, we’ll look at how best to go about preparing your presentation, alongside some tips for maximising audience attention and approval. If you can nail this presentation, you’ll be off to a flying start with your strategy, so it’s worth putting the hours in to get it right.

The most important thing to get right is your structure. This should be logical and narrative-driven, leading the audience from big picture to fine detail. It should be compelling and as brief as possible, without short-changing your audience. Remember that you’ll be asked plenty of questions when your presentation is complete!

1. Start with an Overview of Your Company

Begin by outlining the current state of play within the company. If you are an agency selling your strategy to a company, here’s your opportunity to demonstrate a rounded understanding of the company and its priorities, as well as giving a summary of your agency, and what it does.

If you are heading up an in-house sales team, you have the chance to maximise corporate buy-in, and ensure your strategy is fully supported with the necessary resources.

Don’t go into exhaustive detail – offer the sort of brief “executive summary” you find at the front of annual reports. Do use bullet points and figures where these are impressive enough to support your case. Highlight the opportunity your Sales Strategy will address, whether it’s a gap in the market, the chance to cross/up-sell a new product, or some other benefit you’ll bring.

2. Touch on Your Target Market

Here’s where you identify who your ideal customers or clients will be, and really hit home that you understand your customer.

You can use buyer personas , which may include graphics depicting “typical” customers, to help your audience visualise who you’ll be selling to. In terms of aggregate markets, you can include Venn diagrams or other graphic means to delineate core customers and subsidiary consumers.

For instance, if you’re selling an app for video editing, your core customers may be corporate content producers, but your subsidiary audience may be far wider, touching upon anyone who regularly uploads content to YouTube or other social media platforms.

You’ll need to describe how you’ll approach all your significant markets elsewhere in your presentation (see step 5).

3. Discuss the Value of Your Proposition

USP or Value Proposition (VP) is a concise statement of what makes your product stand out in your chosen marketplace. It’s a vital concept for sales reps to grasp because it’s the main reason why a consumer would choose your product over a rival’s. It’s important that all stakeholders buy into the value proposition because it’s a key factor in building brand identity.

For instance, some footwear brands stress comfort as their USP, while others highlight value, durability, style, or exclusivity. Your VP could also be a combination of factors, i.e. going back to the app for video editing example, “we offer the most accessible, best value for money and most fully featured video editing app on the market”.

Key to your VP is describing the “problem” a customer might have and how your product is the perfect solution to that problem. How will your customers uniquely benefit from the product you’ll be selling?

You can use comparisons with rival products, and data taken from market research, showing what consumers want, and how your product addresses those needs. Literal quotes taken from review sites can be helpful, revealing how real customers feel about their purchases.

The main takeaway is that your sales team are enthusiastic about the value they are offering customers, and that they understand how to characterise the benefits and features of the product.

4. Consider Any Competitors

It’s essential at this stage to factor in your competitors. Unless you are first to market or are offering a very niche product, the chances are you have a host of rivals eager to bite off chunks of your customer base. Here you need to emphasise that your sales team have the answers to the question “why us?”

Differentiation is key! What solutions does your product offer that rivals cannot? It’s important not to underestimate the competition and respect the successes that other players in the sector have scored. Much can be learned by studying the achievements of legacy brands, while offering something that builds upon previous offerings.

It can be a good idea to tabulate your top three or five competitors and show how their success provides an opportunity, rather than a threat. Remember that competitors should be understood in the broader context and can help you turn your weaknesses into strengths.

For instance, Netflix hasn’t only got to worry about Amazon Prime TV, Disney Plus and other streaming services. It must compete with cinema, social media and podcasts too. These are all popular draws upon customers’ leisure time.

5. Outline Your Marketing Strategy

Now you can summarise how your product will be marketed. Will conventional advertising be used? Will social media play a significant role? Is this a B2B campaign or will the product appeal to individual customers? Will buyers be targeted at work, or at home?

Perhaps you have partners working on marketing campaigns. If so, introduce them, and their best work to date. Provide examples of finished campaign materials if you have them or works in progress if that’s all you have at this stage. This is a good opportunity to use dramatic visuals or video, rather than text or graphs, which can become boring if overused.

Your marketing strategy should include the following five elements:

• The target audience for the campaign
• The goals or objectives
• How your brand will stand out against competitors
• What content has or will be created
• Any KPIs that have been agreed

You can finish by briefly describing how marketing and sales departments will cooperate and coordinate their efforts.

6. Go Over Your Sales Process

Here you can drill down into the specifics of the sales process. What does your sales funnel look like? Where are you getting your leads and how are you qualifying them? Will cold calling or email drip campaigns be a major part of the process? Will you have a presence at any trade shows or events?

Do you have scripts that you can share to offer an example of a typical sales contact? Provide concrete examples to help your presentation feel solid. If you have incentives planned for your sales team, or KPIs you expect them to achieve, then outline them here too. You can break down your sales activities into:

• Prospecting (including lead sources)
• Lead segmentation and qualification
• Research processes – market research, customer surveys
• The sales pitch – a typical call or contact
• How your team will handle sales objections
• The process for closing .

Once you have outlined what you’ll do to make sales, it’s time to explore who will do what.

7. Review the Current Sales Team Structure And Roles

Begin with an organisational diagram of your sales team, so that your audience will get a clear picture of command structure. Outline the responsibilities of each role, lines of reporting and (if relevant) base salaries.

If you are creating a sub-team for this project, then show the diagram for that sub-team. There’s no need to reinvent the wheel with an organisational chart since everyone understands the traditional flowchart model. Use that, to save valuable time.

Explain any unfamiliar roles or unexpected team members. Perhaps you have an in-house social media researcher, or a CRM specialist . Make sure you highlight and explain anything unexpected. You can also identify roles that are not filled yet, which will help when it comes to steps 10 and 11.

8. Summarise Any Sales Materials Used

If you have leaflets, landing pages, product listings, demonstration videos or anything else that will be key to the sales process, then here is a suitable time to hand out samples or give demonstrations. If you’re offering a free demo version of a piece of software, you can quickly run through its features and how you plan to convert free users to paid subscribers.

Remember that if you provide handouts, your audience will lose eye contact with you while they pore over them, so use this option sparingly. You can always provide supplementary handouts or follow-up emails, after your presentation is over.

9. Talk Through Goals, Sales Metrics and KPIs

All goals and objectives expressed should conform to the SMART principle, being specific, measurable, achievable, relevant , and time-based.

Try to be specific with sales targets, without promising more than you can reasonably deliver!

You can have nested targets—fair, good, and excellent anticipated results—while stressing that you’ll always be aiming for the latter. You can also express goals in terms of short, medium, and long-term. This is especially relevant when you’re launching a brand-new product, or entering a new market, where it would be unrealistic to achieve full market penetration immediately.

It’s very important to obtain buy-in on your goals and targets, so that there’s transparency across the organisation, and you can be held accountable if you fail to deliver. That’s the downside of getting specific with KPIs, but it’s also a great motivator for sales teams. On the plus side, you can also mention any incentive or bonus structure you’ll be offering your sales team for achieving ambitious goals.

10. Explore Training and Development Requirements

If you know you’ll need to train up staff to understand a new product, software system, or working process, then it’s valuable to admit this upfront. Training needs affect the bottom line, as well as your process timeline. You have the opportunity here to demonstrate that you’ve thought through all human resource requirements and researched training opportunities. You may already have Sales Training Providers you’ll partner with (mention them now) or if you’re still looking why not check out our Essential Selling Skills Training or Telesales Training Course.

Spending time on this aspect of your Sales Strategy will also build stakeholder confidence. They’ll know you aren’t throwing your reps in at the deep end. Instead you are preparing them properly for success.

11. Consider Any Budgeting Needs

With resources in mind (IT, human resources, content creation, research costs and other expenses) outline what you expect your operating sales budget to be. There is no point in understating your anticipated costs, since overruns may occur, and senior management will often try to make cost savings. It pays to build in a little wriggle room for negotiation.

Don’t blind or bore your audience with spreadsheets; just give the headline figures. Highlight any areas of expenditure that are loosely estimated, or unclear. Remember to allow for hiring costs for any unfilled sales team roles you described in step 7 (see above), and for staff training.

Remember also to include cash flow, as well as overall expenditure. How much money will you need and at what milestones? Sometimes success can be more expensive than failure; for instance, when it necessitates a sudden recruitment drive to expand your sales team. It’s vital for stakeholders to appreciate key dates when funding must be made available.

12. End With Next Steps And Future Action Plans

If you’ve prepared a simplified GANTT chart, you can show where in the project timeline you currently sit. Explain what your next actions will be, and what the future holds. Here you can build further confidence by demonstrating that you’ve thought everything through.

Remember to build in a little more time than you think you’ll need for more flexible stages like research, training, and lead prospecting. Make sure you highlight any immovable deadlines, like sales events or product launches, and how you’ll ensure you’re prepared for them.

You should also be building excitement and enthusiasm here, so don’t make it too dry. This is a thrilling time—you’re about to hit the go button on a brand-new sales campaign. Get your audience to feel your enthusiasm and you’re halfway to achieving buy-in.

13. Don’t Forget To Use Engaging Visuals Throughout!

The cliché is true – a picture is worth a thousand words. Sometimes a short video or meme can make a more dramatic point than yet another set of bullet points, facts, or figures.

There’s a popular rule of thumb with PowerPoint slides, called the 7 x 7 principle. This states that no single slide should contain more than seven lines of text, and each line should contain no more than seven words. How many presentations have you witnessed that fail to pass that test? Too many, most likely!

Avoid this issue by preferring visual content over words. After all, you are there to deliver the verbal component of the presentation. You can do this so much more effectively with your communication and interpersonal skills. You already know this — you’re a salesperson!

Finally, make sure you leave time for questions (and prepare some answers to likely ones in advance). Thank your audience for their time… and relax!

Now you know how to create your presentation, it’s time to have a go at making it! Here’s a PowerPoint template you can download to kick you off.

The deck includes 13 slides covering all the sections we’ve touched on. Just customise the template by adding your own branding font and colours – and don’t forget to add some of those engaging visuals we’ve spoken about!

Perhaps it’s worth leaving you with a simple thought – you can enjoy this moment! After all, it’s the culmination of a complex sales planning process, and now you get to share your vision with everyone who matters. That opportunity doesn’t come around very often. So, take a moment to congratulate yourself on your hard work, and have fun!

Finally, here are some parting thoughts on presentations, from writers and speakers who’ve been there:

“They may forget what you said, but they will never forget how you made them feel.” –Carl W. Buechner, politician and church leader.

“The first 30 seconds and the last 30 seconds have the most impact in a presentation.” –Patricia Fripp, Sales presentation expert and speech coach.

“You are not being judged, the value of what you are bringing to the audience is being judged.” –Seth Godin, dotcom executive and bestselling author.

Hopefully, this article has reminded you of some principles you already understand and has given you the inspiration to really smash your Sales Strategy Presentation!

If you need any extra sales support for you or your team, please contact us for further information on our Sales Management Training and Account Management Training solutions, also take a look at our popular portfolio of Sales Training Courses .

Happy Selling!

Sean McPheat Managing Director MTD Sales Training

• General Sales Skills

Updated on: 13 June, 2023

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Home / Marketing / 7 Key Elements to Include in Your Sales Strategy Presentation

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7 key elements to include in your sales strategy presentation.

Are you looking to create a killer sales strategy presentation? Whether you’re pitching a product, service, or idea, the success of your presentation relies heavily on the content you present and how you deliver it.

A well-crafted sales strategy presentation can make all the difference in securing a new client, closing a deal, or even gaining support from your team. In this blog, we’ll show you 7 key elements to include in your sales strategy presentation for the best results!

What is a Sales Strategy Presentation?

First, a sales strategy is a plan or approach a business develops to sell a product or service. It ideally aligns with the overall business marketing strategy and outlines the target clients and the business value proposition, among others.

So, what should a sales strategy include? It should typically answer the following questions:

• Who is your target audience?
• What product or service will you sell to them?
• How will you sell it to them?
• What messaging will you use to market and sell your offering?
• What are your top sales priorities?
• What are the specific goals that your team will work towards?

On the other hand, a sales strategy presentation is used to ensure everyone in your company is on the same page about sales goals and strategies. It should lay out your plan for reaching your target market and winning over new customers.

7 Elements that’ll Help You Make the Best Strategy Presentations

In no particular order, here are 7 important elements you should include in your sales strategy presentations:

1. A Clear Market Strategy

The first element is a clear market strategy. This entails planning how to acquire new, profitable customers by considering areas like:

• how to grow existing accounts
• revenue from existing/new products
• up-selling , etc.

Examples include cold calling, flash sales, and social media marketing.

Consider your customer and product mix, seasonal sales cycles, and pricing strategies to win over new customers. Make sure you have a plan of how to bring prices and margins back up to profitability, or you’ll have to settle for reduced margins.

2. Reaching the Customer and Target Market

Second, identify the channels and methods you will use to reach your ideal customer. You should decide whether you’d like to sell directly or through other channels.

Compare the costs and benefits of each option, and make sure you have a good plan in place to guide customers through the sales process.

And to better understand customer preferences and optimize your sales approach you can consider integrating quiz-making tools or a WordPress quiz plugin into your website for a more personalized and engaging experience for potential buyers.

3. Required Sales Resources

A good sales strategy isn’t just about selling – it’s also about figuring out what resources you need to make sales happen. This means planning out training, improving the customer experience, and getting any specialist support you need.

Don’t forget to plan out your marketing and sales assets too, so that everything’s ready when you launch your sales strategy.

4. Sales Planning, Forecasting, and Budgeting

Next, your sales strategy presentation should show how much you expect to sell each month, broken down by customer and product. To make these predictions, take a look at past sales data or use your business plan as a guide.

Also, consider things like how long it takes customers to make a purchase and how marketing and pricing can affect sales.

5. Measuring Sales Performance

Your sales strategy presentation should include how you’ll measure your sales performance against your sales plan. Look at areas such as forecasting accuracy, cost of sales, time and money spent on customers, customer segments, win/loss ratio, and cost per customer sale.

There are a lot of factors that impact sales success, so it’s important to set clear goals and tactics to meet and exceed your target.

6. Lead Generation Channels

These are the different ways that you can find potential customers who might be interested in buying your product or service. Examples include social media advertising, SEO, email marketing campaigns, or referrals from existing customers.

Additionally, lead generation software can help automate and optimize these processes, making it easier to identify and engage with potential leads.

By pinpointing the most effective lead generation channels, you can focus your sales strategy on reaching the right people in the right places.

7. Sales Team and the Roles and Responsibilities of Each Member

Finally, giving an overview of your sales team is another critical element to include in your sales strategy presentation. You’ll need to outline who is on your sales team and what their specific roles and responsibilities are.

For example, one team member may be responsible for lead generation, while another may handle closing deals. By outlining these roles and responsibilities, you’ll ensure everyone is on the same page and working together to achieve your sales goals.

Bonus: 4 Evergreen Sales Pitch Examples[ + Free Script Generator]

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9 trends for developing an effective 2023 sales strategy

9 January 2023

There is little time left until the New Year 2023, which means that it is high time not only to review the results of the outgoing year, but also to look into the future and be in it right now with the help of new trends.   

By Kompass International

• 2023 Sales Strategy: Trends and Solutions to Be Taken into Account
• How to Overcome Sales Challenges in 2023
• Ways and Tips to Boost your Sales in 2023

There is little time left until the New Year 2023, which means that it is high time not only to review the results of the outgoing year, but also to look into the future and be in it right now with the help of new trends.

Sales teams always try to find the most profitable directions for the successful distribution of goods and services. Despite the difficult situation on the market, business continues to evolve, and experts are already predicting trends for the coming year.

In this article we will describe the main digital trends in sales for 2023 and tell you about the stages of building an effective sales strategy.

1. Use of Customer Data Generation Tools

EasyBusiness Sales Accelerator is an efficient technology that segments customer data from an already formed database and then allows them to be processed. With it, businesses can leverage all of their data driven processes, from targeting and lead generation to sales pipeline management and analytics, then synchronize them to create a customized, multi-channel experience.

• With EasyBusiness, you get a unique database that lists complete and high-quality information about your sales leads, prospects and existing customers.
• With Sales Accelerator, you can manage your sales funnel and pipeline and build a holistic view of each customer.

2. Sales Reps Engagement

Effective and friendly service is a key aspect of a positive customer experience. Most consumers will reject a brand if its employees are not knowledgeable and can’t answer questions promptly, and unprofessional staff attitude is the most important factor that keeps people from doing business with the company.

It’s important to remember that sales managers are the face of your brand, so focusing on the interaction between them and customers should be part of your sales strategy. That’s why you need to work on their engagement and motivation so that each of them understands and aligns with the brand mission and values.

3. Building an extended sales pipeline

As every good salesperson knows, deals don’t always happen on your schedule – they happen on the client’s schedule. And promising prospects can suddenly “go cold” through no fault of your own. Knowing that not all of them will be realized, you need to have many more prospects in work than you need to meet your revenue goal.

Build a pipeline of opportunities that is 3-5 times more than your revenue goal. Make sure you’re not counting on one or two big deals.

Having an active and qualified list of leads and dedicating time to prospecting is the only way to ensure long-term growth. As you build your list of leads, focus on the criteria for the ideal new customer. Determine what a good customer for your business should be, and continue to prioritize those prospects.

4. Active Customization

Consumers are inundated with messages from multiple channels to the point where they begin to ignore them. Traditional marketing is losing its effectiveness, while customized sales offers that create a real connection between the brand and the target market are drawing attention.

The data collection on B2B platforms with their further processing via SalesAccelerator made it possible to hyper-customize the full cycle of communications between sales teams and potential customers.

5. Non-stop search for new clients

Lead hunting should be an ongoing process, not something you randomly turn on and off.

Be sure to think about not only what steps you will take to build your pipeline, but also at what frequency (e.g., daily, weekly, monthly). Then incorporate those actions into your schedule. Adopt the attitude that prospecting and lead generation are mandatory, not optional, activities.

6. A creative approach

We’re facing dark times – our economy is shrinking faster than we can adjust.

If you don’t want to spend all your money and effort on staying afloat by working harder and harder, you should consider working smarter. If you want to thrive rather than survive, you need to take risks and gain a leadership advantage.

To do that, you need to adopt non-traditional methods, techniques and approaches. You need to surprise your customers more than they are shocked by the world around them. According to research, 87% of customers are more likely to invest in a product or service if the salesperson manages to change the way they think.

When it comes to creativity, there’s a fine line between being silly and being unusual. In the end, your creative efforts must remain respectful and backed by research. Identify your target audience and create something they will appreciate. Any creative ideas should resonate.

7. Sales automation

Some trends are so trendy that they are becoming the norm. Sales automation is an example of this.

A common misconception is that automation loses creativity and personalization because you’re trying to scale the process, but that’s not true. It actually fosters creativity because you are delegating more time-consuming routine tasks to specialized digital tools. You have more time to brainstorm, and you can come up with more creative ways to sell your products and personalize your offerings. Win-win!

The best way to automate your sales process is to implement a customer relationship management system (CRM). It allows you to automate the customer experience, set up drip campaigns, visualize sales pipelines and manage them more effectively.

You just need to carefully choose a system that offers the most appropriate functionality to fit your business workflows. For example, EasyBusiness Sales Accelerator allows you to build a database of prospects, conduct lead generation and manage an effective sales pipeline.

8. Growth in Emerging Markets

Emerging markets in Asia have grown significantly over the past decade and are expected to continue to grow over the next ten years.

The global consumer pool will face more than a billion new customers from China, India, and Indonesia. Companies looking to expand and attract new consumers will need to think carefully about how best to reach them in 2023.

9. Artificial intelligence and SaaS Solutions for Data Processing

AI and SaaS technologies can be applied not only to automate communications, but also to handle a large flow of customer data.

Artificial intelligence allows sales reps to better analyze their prospects to further customize the customer journey and target audiences, while SaaS business solutions help sales teams set up digital prospecting and online pipeline management processes.

Digital tendencies will continue to affect sales in 2023. Modern technology allows to reach new audiences and improve the customer experience, increasing brand reputation and profits. Take advantage of our solutions to help your sales teams work effectively in 2023!

b2b b2b marketing B2BData data Lead Generation Need data? Sales Accelerator

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[Updated 2023] Top 40 Go-to-Market Strategy PowerPoint Templates for the Perfect Product Launch

Hanisha Kapoor

Every growing company shares one common aspect, i.e., a well-planned go-to-market strategy. A perfect go-to-market strategy outlines the steps to succeed in the market. A go-to-market strategy is an answer for whether you want to launch a new product, brand, feature or enter and establish your business in a new market.

You will be just spinning your wheels and not achieving anything without a solid go-to-market strategy. Thus, to succeed and conquer the market, you need an effective market entry plan.

We bring you the top 40 content-ready go-to-market strategy PowerPoint templates to help you create your own GTM strategies for your business. These PPT slides are easy-to-use and fully customizable. Save your time and resources by leveraging professional designs that leave an impact on the stakeholders.

Browse the collection below and incorporate these PowerPoint templates to help you develop a perfect go-to-market strategy for an even more perfect product launch.

Top 40 Go-to-Market Strategy PowerPoint Templates:

Product Launch Go-to-Market Strategy PowerPoint Template 1): Product Launch Go-To-Market Strategy

Download Product Launch Go-To-Market Strategy PowerPoint Presentation

Unveiling a new product? Craft a go-to-market strategy to give your product a successful launch. It would be a major drawback if you launch your product at a place or time when it’s unnecessary. Therefore, incorporate the content-ready product launch go to market strategy PowerPoint presentation to make your product hit in the market. The presentation shown above comprises of essential slides that will help you develop a go-to-market strategy for your new product. Without a solid market strategy, you will be just wasting your time and resources. Create a go-to-market strategy using ready-to-use product launch market strategy PowerPoint templates.

Go-to-Market Roll Out Plan PowerPoint Template 2): Market Roll Out Plan

Click here to download Market Roll Out Plan PowerPoint Templates

Outline the steps required to succeed when launching a new product using a marketing roll-out plan PPT presentation. Enter a new market or reach out the new target market, you would need a basic yet comprehensive market strategy that will help you engage your audience with your new product or brand. The above presentation is content-ready and contains the necessary templates for you to give a head start to launch a new product in the market. These templates are editable. Use these templates to create your own go to market strategy plan in a short and concise manner.

Go-to-Market Strategy New Product Launch Steps PowerPoint Template 3): New Product Go to Market Strategy

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Creating a go-to-market strategy requires you to dig deeper to get a lot of information. Thus, we bring you a ready-to-use go-to-market strategy PowerPoint presentation to save you time. All you have to do is insert your data and content in these ready-made PPT templates to assess and monitor your marketing plan. Understand your target audience, buyers, competitive landscape, distribution, and more using presentation shown above. Bring your product to the people with the help of professionally designed new products go to market roll-out plan PowerPoint complete presentation.

Go-to-Market Plan Product Launch Checklist PowerPoint Template 4): Product Launch Go to Market Plan Checklist

Click here to download content-ready Product Launch Go to Market Strategy PowerPoint Deck

Using the extensively researched product launch go-to-market strategy PowerPoint presentation shown above, you should be able to put all the information in the presentation to craft a proper go-to-market strategy. The above ready-made presentation will guide you step-by-step to enter a new market whilst emphasizing the nuances of what makes your product exceptional. Incorporate the ready-made go-to-market strategy PowerPoint presentation to reach target customers.

Go-to-Market Strategy PowerPoint Template 5): Indirect go-to-market strategy PowerPoint presentation slides

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Document thoroughly yet easy-to-execute go-to-market strategy using a ready-made go-to-market strategy PowerPoint template. The template acts as a step-by-step guide for you to gather all the information mentioned in the template and use it to give a kickstart to launch your product in the market. This information includes the current state analysis, challenges and solutions, partner enablement strategies, and more. The slide comprises a dashboard that will allow you to record and present the progress in one place.

Go-to-Market Strategy Roadmap PowerPoint Template 6)

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Whether launching a new product, giving your brand a fresh start or targeting a new audience. They all may sound intimidating, but they do not have to be. Create a successful go to market strategy plan which you can use to suss out the competition and deliver the best services to the customers. The above template is content-ready and editable. You can make changes to the slide at any time you want to.

Go-to-Market Strategy PowerPoint Template 7): Go To Market Strategy Framework

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Prepare a go-to-market framework to support you when the competition is fierce, and resources are limited. Documenting a go-to-market strategy is essential as it guides you when you launch a new product or reach out to new customers. An apt go-to-market strategy will help you specify target markets, market penetration strategy, channel partners, and launch team. The above is a perfect choice for you when it comes to outlining the project team and product marketing. The marketing is classified into corporate, sales, and customer success. You can add and edit the content at any time and put it to use this template during or after the product launch whenever it is required.

Business Strategies Go-to-Market Plan PowerPoint Template 8): Business Strategy Marketing Plans

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Introduce your product to the market with content-ready go to market strategy marketing plan PowerPoint presentation. The presentation is a business plan showcasing the target audience, marketing plan, and sales strategy for you to have a better understanding of your target audience and market scenarios. Put all the information in the presentation and devise a comprehensive go to market strategy for your brand.

Go-to-Market Plan Roadmap PowerPoint Template 9)

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Develop a winning go to market strategy for your organization using ready-to-use go to market plan PowerPoint slides. Use the market plan roadmap to guide you to devise an efficient go to market strategy to help you bring a new product in the market. The above template is content-ready. You just need to add your data to strategize your market plan to enter a new market.

Launching a New Service Go-to-Market Plan PowerPoint Template 10): Launching a New Service

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Launching a new service can be challenging and frightening at first. However, with extensively researched and professionally designed presentation, the entire process becomes easy. Just put down all the information in the content-ready templates, assess market trends, target audience, market location, and more to outline your own go to market strategy. The above presentation is easy-to-use and takes you to the right path to launch your new service.

Go-to-Market Plan PowerPoint Template 11)

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Develop an efficient go to market plan strategy that helps you connect with potential clients, offer a compelling value proposition, differentiate you from competitive organizations, and more. With proper go to market strategy, you will be able to deliver what you promise to the customers. Create a convincing go to market plan to avoid wasting your time and getting nowhere. Reach out to your customers and deliver the best of your services with go to market plans.

Go-to-Market Strategy for Product Launch PowerPoint Template 12)

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Go to market strategies are found to be crucial for new product launches. Therefore, create a go-to-market strategy for your new product with the help of ready-to-use go to market plan PowerPoint slide. The slide is content-ready and easy-to-use. Add your data in the template and devise a market plan accordingly.

Go-to-Market Strategy for Entering a New Market PowerPoint Template 13)

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Entering and establishing a business in a new market requires a lot of planning. You need to dig deeper into researching and analyzing. Thus, to save you from hodgepodge, we bring you a content-ready entering a new market PowerPoint presentation that will help you stop pulling your hair. This presentation is extensively researched and contains slides that are essential for any business that is planning to enter a new market. It comprises of ready-made slides on target market, market research, SWOT analysis, risk mitigation strategy, go-to-market strategy, and more. This professionally designed presentation will help you develop a go-to-market strategy that will let you enter a new market with confidence.

Go-to-Market Plan for Service Launch PowerPoint Template14)

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Create an appropriate go to market strategy for successful service launch in the market using content-ready product marketing framework PPT templates. Give your service a perfect launch with perfectly designed go to market strategy. Comprehend your target audience, industry trends, and competitive landscape with the help of a product marketing framework for the service launch. The presentation is completely editable. It gives you the freedom to add your own data and edit it as per your needs.

Go-to-Market Strategy Roadmap for Pitch Deck PowerPoint Template 15)

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Provide your audience a brief about go to market strategy for the services you offer. Your investors would be interested in knowing your marketing plan about the products you want to bring in the market. You need to be prepared in advance to pitch your go to market strategy with confidence. Use the above template which is ready-to-use and visually appealing at the same time. Just add your data int the slide and save yourself some time. Insert this template in your presentation and present your go-to-market strategy to impress the business angels.

Go-to-Market Strategy PowerPoint Slide 16)

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Creating a go-to-market strategy may seem overwhelming, however, a ready-made go-to-market strategy PowerPoint template makes it less petrifying. Bring your new product to the market, enter a new market, or reach out to new customers with effective go to market strategy. Develop your marketing strategy using the slide shown above. This slide is completely editable. You can use it in your presentation to show your colleagues the marketing strategies you think are viable for the firm.

Go-to-Market Strategy for Brand Launch PowerPoint Template 17)

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Go-to-Market Strategy PowerPoint Slide 18)

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Go-to-Market Strategy Plan PowerPoint Template Slide 19)

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Create a compelling go to market strategy that answers tough questions such as who are your customers, what is your value proposition, and how do you connect with your customers? Develop your go-to-market strategy based on answering these questions to engage your customers and clients with a product launch. Set the right impression on your customers and keep them hooked with a properly curated go to market strategy.

Go-to-Market Plan for Business Plan PowerPoint Template 20)

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Go-to-Market Strategy with Traction PowerPoint Template 21)

Gain a competitive advantage in the marketplace with perfectly designed go to market strategy. Outperform your competition and engage your customers with newly launched products using go to market strategy. The above template is designed for you with extensive research and is a content-ready template for you to ease your work. Just add data in the slide and end up curating a perfect go to market strategy to launch a new product or to reach out to new customers.

Go-to-Market Strategy Roadmap for Pitch Deck PowerPoint Slide 22)

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Get funded for your start-up by showcasing a solid go-to-market strategy for the products you have to offer. Impress your investors by showing the steps that will help you get on the right path to reach the audiences. Put forward a go-to-market strategy roadmap that will give you a perfect launch for your product.

Go-to-Market Plan Strategy PowerPoint Template 23)

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Go-to-Market Plan PowerPoint Slide 24)

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Go-to-Market Strategy PowerPoint Diagram 25)

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Five Steps Staged Approach to Go-to-Market Strategy PowerPoint Template 26)

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Go-to-Market Strategy Steps PowerPoint Slide 27)

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Go-to-Market Strategy Steps PowerPoint Slide 28)

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Go-to-Market Strategy Steps for Start-up PowerPoint Slide 29)

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Go-to-Market Strategy PowerPoint Slide Background 30)

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Go-to-Market Plan PowerPoint Show 31)

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Go-to-Markt Plan PowerPoint Presentation Background Image 32)

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Deliver quality services to the customers by launching your product in the market. But to do so, you need a gripping go to market strategy to help you navigate the path to launch your new product in the market. Use the above template to get on the right path of bringing new product. The template is a guide that showcases steps to have a successful product launch. Incorporate the ready-made go to market strategy PPT slide and outshine the competition.

Go-to-Market Strategy PowerPoint PPT Example 34)

Download Go to Market Strategy PPT Template

Create a winning go to market strategy with the help of easy-to-use go to market strategy PPT template shown above. The template is completely editable. It gives you the freedom to add and edit your content as per your requirements. Add your data based on your understanding of market trends, target audience, and research. Craft the go-to-market strategies that will help you emphasize your products and secure a place in the market.

Go-to-Market Strategy PPT Diagram Slide 35)

Create clear, crisp and fully aligned go to market strategies to give a perfect product launch, outshine the competition and gain competitive advantage. Craft your own go to market strategies that can be easily understood by the audience using go to market strategy PPT template shown above. The template is easy-to-use and provides you the path to develop an effective go to market strategy to fuel the business growth.

Go-to-Market Strategy Roadmap PPT Slide 36)

Show your colleagues and stakeholder the go-to-market strategy for your new product or brand. List the steps to be executed in order to have a perfect product launch. Secure your position in the market and expand your business with properly developed go to market strategy. The above template will help you showcase your own go to market strategy for your firm.

Go-to-Market Strategy PPT PowerPoint Presentation Slide 37)

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Create a go-to-market strategy for a new business, product, feature, brand or location. Incorporate the above template to outline your business GTM strategy to show the steps of how a company tends to reach the target customers and outperform the competition.

Go-to-Market Strategy Planning Diagram PPT Design 38)

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Develop effective go to market strategy using the PowerPoint template shown above. Add your content on the slide and illustrate your GTM strategy to launch your new product, feature or brand in the market. The template is completely editable and can be used as per your needs.

Go-to-Market Strategy Sample PPT Example 39)

Build your go to market strategy using a professionally designed PowerPoint template shown above. Outline the GTM strategy that specifies steps for your business to have a successful product launch in the market. The template is completely editable. Add your content, edit and use the template at your suitability.

Go-to-Market Planning PPT Sample 40)

Use the template shown above to craft go to market strategy for your business expansion. Show the steps needed to be executed in order to enter the new market. You can create a GTM strategy for product or service launch as well. Develop GTM strategies to stay competitive in the market.

Create go to market strategies with these 40 PowerPoint templates shown above. These go to market strategy PowerPoint templates can be used for pretty much anything from launching a new product to re-launching your brand, or even for entering a new market.

FAQs on Go-to-Market Strategy

What is a go-to-market strategy.

A go-to-market strategy is a plan of action that outlines how a company will introduce and promote its products or services to its target customers. It encompasses all the tactics and activities required to launch a new product or enter a new market, including pricing, messaging, sales channels, advertising, and distribution. The strategy helps the company identify and reach its ideal customers, differentiate its offering from competitors, and generate revenue. The success of the strategy depends on thorough market research, a clear understanding of the customer needs and preferences, and effective execution of the plan.

How to build a go-to-market strategy?

Building a go-to-market strategy involves several steps:

• Identify your target audience: Determine who your ideal customers are, what their needs and preferences are, and where they spend their time.
• Develop your value proposition: Create a clear and compelling message that communicates the benefits of your product or service to your target audience.
• Choose your marketing channels: Decide which channels and tactics you will use to reach your target audience, such as social media, content marketing, paid advertising, or events.
• Define your sales process: Develop a sales process that aligns with your target audience's buying journey and supports your value proposition.
• Establish metrics: Define your key performance indicators (KPIs) and track your progress to measure the effectiveness of your strategy.
• Iterate and optimize: Continuously monitor and improve your strategy based on customer feedback and market trends.

What are the 5 go-to-market strategies?

There are various go-to-market strategies that a company can use to enter a new market, promote its products or services, and gain a competitive advantage. Here are five common go-to-market strategies:

• Direct sales: This involves selling directly to customers through a sales force or an online platform.
• Channel sales: This involves partnering with third-party distributors, resellers, or retailers to sell products or services.
• Online sales: This involves leveraging digital channels to reach and engage customers, such as through e-commerce websites or marketplaces.
• Freemium: This involves offering a basic product or service for free to attract users and then charging for advanced features or services.
• Partnerships and alliances: This involves collaborating with other companies to leverage their resources, capabilities, and customer base to jointly promote products or services.

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8 Sales Strategies to Boost Sales in 2023

By Paula Quiroz

This 2023, set up your sales team for success. 

Here are 8 sales trends that may deliver strong sales results in the New Year. 

Set Realistic Sales Goals

Set realistic goals for your team. Setting sales goals and managing them effectively is key to hitting key performance indicators (KPIs).

Use data to help you set measurable goals and then create a plan that makes these goals achievable.

Communicate

Your entire organization should know your sales plan. Communicate the goals to the entire company so that everyone knows the specific role they play in supporting your sales team.

Track Performance Metrics

Tracking performance metrics is essential in 2023. As Betsy Burton, Aragon Research’s VP of Research, states:

• Metrics Must Be Linked To Business Strategy
• Metrics Must Be Achievable
• Metrics Must Be an Incentive
• Metrics Must Be Agreed To
• Metrics Must Not Be A Surprise
• Metrics Must Be Updated

RELATED ARTICLE: Define Positive Performance Metrics for the New Year

Leverage video.

In 2023, leverage video and step away from long winded written content to communicate the value of your product or services. Now more than ever, customers are demanding more video experiences.  

RELATED ARTICLE: Enterprise Dilemma: Employees and Customers Want More Video Experiences

Focus on activities that drive results.

In sales, activities influence results. Focusing on the sales activities that are known to drive result will help your team meet goals, leading to a more successful, motivated team.

Stay Consistent

Consistency is key. Sales professionals must commit to consistent prospecting.

Automate In Order to Manage Your Time Effectively

Sales automation decreases errors and fosters creativity.

As you delegate more labor-intensive and repetitive tasks to automation tools,  you leave additional time for your sales team to develop more creative ways to sell your products or services.

Pivot Accordingly

Your sales strategy should be flexible when the situation requires it. Rigidly sticking to strategies that are demonstrating poor results will waste your team’s time and efforts. 

RELATED ARTICLE: Top 5 Digital Marketing Trends to Look Out for in 2023

Want to learn more about how to boost sales in 2023, talk to an Aragon Research analyst today.

Upcoming webinar.

Top Technologies for 2023 and Beyond to 2028

Do you know what top technologies and technology trends that your organization must pay attention to in 2023 and beyond?

This year, we explore the Top Ten Technologies for 2023 and 2028. Join VP of Research, Betsy Burton and CEO, Jim Lundy for this presentation during which we will provide a definition of each of the top technologies, highlight evidence, and deliver actionable advice for how organizations should integrate these technologies into their business and IT portfolio.

• What are the top technologies for 2023?
• What are the top technologies for 2026?

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4 Sales Challenges in 2023 and how to solve them

Sales organizations are starting the year 2023 facing high targets, an unpredictable market, and demanding B2B buyers. Virtual selling is here to stay with benchmark reports predicting more than 80% of sales being done fully digitally in 2023. Sales organizations need to optimize their sales processes, tools, and sales methods to win buyers, which brings a variety of other challenges.

To help sales organizations to win deals in 2023 we interviewed more than 100 Sales leaders in midsize to enterprise companies across Denmark, Norway, Sweden, Finland, The Netherlands, and the United Kingdom. The goal of the interviews was to uncover their main Sales challenges and to gain insights into what strategies they plan to adopt to grow their Sales in 2023. Based on our State of B2B Sales survey we will outline the Top 4 Sales Challenges organizations face in 2023 and provide solutions on how to win predictably.

Challenge 1: Sales Content

The first challenge that became very apparent in our interviews with Sales leaders and Sales reps is the sales content they are provided with. The three main pain points for Sales team are:

• The Lack of Control over Sales content
• The lack of high-quality content
• Finding Sales content is too time-consuming

An alarming 95% of Sales reps said that they don’t have enough valuable content they can use to engage buyers. The question is: is there actually a lack of content, considering that 65% of content created by B2B organizations goes unused? 31% of the Sales leaders that participated in our State of B2B Sales Survey stated that their teams aren’t in control of what content is being used and what content is effective. The conclusion these numbers lead to is that the Sales content is either unfindable or unusable for Sales purposes.

Our study proved that Sales reps indeed do struggle with finding the right content to share with buyers as they dedicate on average 40% of their time to searching or creating content. This is a considerable amount of time, which doesn’t go unnoticed by leadership, as 25% of Sales leaders reported that their team spends too much time on finding content.

The outlined challenges boil down to two objectives that need to be achieved:

• Organizing the Sales content to be easily accessible and easy to find
• Increasing the quality of the Sales content

Solution 1: Analyzing Content Effectiveness

In order to increase the quality of the content that is provided to the Sales organization, the first steps should be to analyze the content effectiveness. Only by making decisions based on data it can be ensured that the sales content strategy isn’t built on subjective opinions, but on actual insights on what works.

The content effectiveness should be assessed based on the data on what kind of content Sales reps share with buyers and based on the buyers’ engagement with the content. This analysis can then be used to inform the content strategy and content production.

The following aspects should be analyzed in order to gain valuable insights on the content effectiveness:

• The content topics of the most effective content
• The formats of the most effective content (Articles, Reports, Infographics, Product Sheets)
• The purpose of the most effective content (Information, Comparisons, Engagement)

Solution 2: Aligning Content Creation and Sales

In most B2B organizations the team producing the Sales content is separated from the Sales organization. This leads to a misalignment of the content topics, formats, and often also to a lack of information. One key part in increasing the quality of the sales content is to align the Sales content production and the Sales team. These 3 key steps are a starting point in improving the alignment of these teams:

• Creating a content brief process for the Sales team
• Implementing a setup for Sales reps to share feedback
• Developing a Sales content strategy in alignment with the Sales outreach process, sales cycle, and content formats

Solution 3: Effective Sales Content Management

With the goal of reducing the time sales reps spend on searching for sales content, implementing an effective Sales content management system is a solution. This also brings the advantage that content that is easier to find will also get used more. While there are a variety of great sales content management solutions, such as Prezentor, the content management setup can also be based on tools that are already implemented. Internal tools such as Microsoft Teams or Sharepoint as well as Project management tools such as Monday.com can function well.

The key points to implementing an effective Sales content management are:

• Deciding on one solution to store and share all Sales content
• Organizing the content based on the Sellers’ needs (Region, Industry, Language)
• Categorizing the content in alignment with the Sales process (Stage of Sales cycle, buyer persona, content format and length)

By implementing the key points outlined in this chapter you can increase the efficiency and effectiveness of your Sales organization, setting yourself up for success in 2023.

Challenge 2: Engaging B2B Buyers

Buyers have the power in today’s market. They use their power to research by themselves online using social media, communities, peer groups, virtual and in-person events and many more. They also get contacted by Sales reps across channels, which has increased their expectations of Sales reps immensely, because they have enough experiences to compare.

The results of our State of B2B Sales Survey show that Sales teams have three main pain points in engaging B2B buyers:

• Communicating value and visualizing their value proposition
• Demonstrating subject matter expertise
• Keeping buyers engaged in virtual meetings

In our study 42% of Sales reps indicated that they are unable to communicate value to buyers based on the information and resources that they are given. Additionally, another 34% of Sales reps stated that they struggle to visualize their value proposition. The root of this pain point is likely the complexity of their value proposition that is difficult to share with buyers in a first interaction.

The inability to convey value is likely also leading to a difficulty in demonstrating subject matter expertise to buyers. Buyers want to have the feeling that sales reps know what they are talking about. Actually, buyers today even want to be challenged by sales reps, as a recent LinkedIn study showed. This is also supported by the findings of our study, in which 25% of the interviewed Sales leaders said they are seeing more educated buyers today.

Communicating value to buyers is of high importance, as 74% of buyers end up making a purchase from the company that was the first to add value in their buyer journey. As 80% of B2B Sales happens online today, virtual meetings play a key role in communicating value to buyers. Our study showed however that 22% of Sales reps struggle to increase buyer engagement in online meetings. Additionally, 86% of buyers find that sellers use poor or no visuals at all, resulting in unengaged and uninterested buyers.

Solution 1: Outlining a clear and concise value proposition

Enabling sales reps to communicate value easily means that the value proposition needs to be clear and concise. Neither Sales reps nor buyers have time to go through a 10-minute pitch about the key benefits of a solution.

A clear value proposition should include these factors:

• The 3 main benefits of your solution for the buyer
• The key benefits for your solution for each buyer persona
• Quantifiable benefits to increase credibility and trust

Most importantly, the Sales reps must be trained regularly on the value proposition to ensure that they are able to communicate it promptly and consistently throughout 2023.

Solution 2: Create innovative best practices for buyer interactions

The buyers your Sales organization is interacting with on a day-to-day basis have had a lot of Sales meetings in the past years. To catch their attention and engage them in meetings, Sales organizations have to be innovative to enable Sales reps to achieve their targets.

Implementing best practices for buyer interactions can help to ensure that all Sales reps follow the same procedure. This allows Sales reps to learn from each other while enabling Sales leaders to gain valuable insights on the effectiveness of specific practices. The best practices are a standardized approach to the entire Sales process.

A best practice guideline should be based on the current practices of Sales reps within your organization. The best practice should outline:

• The practices top performers have in common
• Key talking points for each part of the Sales process
• Unique tools or formats relevant to your company (video formats, questionnaires, ratings, etc.)

Solution 3: Optimize the virtual Sales meeting setup

The virtual sales meeting is the first impression a buyer has of your solution and the Sales rep. That’s why it’s important that the meeting setup enables the Sales reps to do their best work to make a good impression and gain the buyer’s attention.

While a Sales organization needs enough tools to cover the functionalities they need to have meaningful interactions with buyers, the implemented tools should also be used to their full benefits.

Assessments to optimize the virtual Sales meeting setup:

• Do the current meeting tools cover all functionalities needed by Sales reps?
• Do Sales reps use all meeting tools they have access to?
• Are the meeting tools easy to use for buyers?
• Are the visuals Sales reps share in meetings enticing enough?
• Do you use engaging formats that can increase buyer engagement?

In addition to the technologies and tools that are used for virtual Sales meetings, the visuals play a key role in online meetings. There are a variety of tools that can help to improve the virtual selling setup such as demo tools, dynamic presentations, or ROI calculators.

Challenge 3: CRM Data

Sales reps spend a lot of time in the CRM updating records, accessing data they need to get valuable insights and reporting on their progress. So it is no surprise that such an important tool as the CRM also comes with its challenges.

The key challenges Sales organizations face with the CRM are two-fold:

• The lack of trust in the CRM data
• The lack of entering trustworthy CRM data

In our State of B2B Sales Survey 45% of Sales reps stated that they struggle with incomplete CRM data. This leads to Sales reps entering buyer interactions unprepared as they are missing important information to have valuable interactions with buyers.

The other side of the coin is that 24% of Sales reps that participated in our study said that they are failing to get reliable meeting data into their CRM. That means that the trustworthiness of the CRM data is a key concern. Sales leaders will likely struggle to make realistic forecasts, and handovers between Sales reps are less detailed, leading to unhappy buyers.

Solution 1: Optimizing the Sales Tech Stack

The Sales tech stack is the cornerstone of any Sales organization enabling them to work effectively and efficiently. A good Sales tech stack in 2023 should consist of the following technologies:

• Sales intelligence
• Sales engagement
• Sales enablement

By integrating these technologies into your Sales tech stack, you will equip the Sales reps with the tools they need be productive and drive results. The advantage of adopting additional tools to your CRM is that they offer more data and ensure a higher degree of data accuracy within your CRM.

Solution 2: Integrating CRM Automations

The number of automations that are possible within your Sales organization depends on the technology setup. Generally, the more automations you can enable the less manual tasks will be left for the Sales reps. This can free up valuable time Sales reps can spend on reaching out to buyers rather updating data manually. Another benefit of automations is that they increase the CRM data accuracy, ensuring that records are standardized. This also leads to the CRM data being more reliable and trustworthy for reporting and forecasting purposes.

Considerations to evaluate the CRM automation potential:

• How many CRM tasks are currently being done manually?
• How much time do Sales reps spend completing and cleaning records daily?
• How much of all data entries are done manually?
• How much time do Sales reps spend with the CRM daily?

Solution 3: Establishing CRM Guidelines

The easiest way to ensure that CRM data is and stays accurate is to establish clear guidelines for anyone working with the CRM. Guidelines give everyone a clear outline of how CRM data entries should be done, when, and by whom. Additionally, such guidelines are a clear and consistent learning resource Sales reps can visit whenever they need it.

A guideline should outline all manual tasks that are being done in the CRM including:

• An overview of the steps a task includes
• The steps involved for different roles/ user permissions
• The minimal viable amount of information a CRM record needs to have
• A standardization of the information meeting and interaction notes need to contain
• A process for incomplete or false data records

Establishing and implementing guidelines does take time, which is why a lot of organizations down prioritize it to focus on other value-generating activities. Though the impact and gain of guidelines shouldn’t be underestimated. Standardized guidelines reduce misalignments, make processes more efficient and eliminate errors and incorrect data entries.

Challenge 4: Sales Training and Education

Even the most experienced Sales rep is only as good as the training and information they are provided with. The cost of long onboarding times and low-performing Sales reps is high, but many Sales organizations face challenges when it comes to effective training.

Onboarding new Sales hires and continuously training Sales reps should be on any Sales leader’s priority list. Our State of B2B Sales Survey showed that Sales training and education comes with a couple of challenges.

The key challenges Sales organizations face with Sales training:

• Training new hires effectively
• Keeping the Sales team educated

In our State of B2B Sales survey, 40% of sales teams reported that they are facing long onboarding times. On average it takes new sellers 10 months to reach full productivity. These are 10 months of lower Sales effectiveness and lower conversion rates, ultimately leading to fewer closed deals.

But Sales leaders seem to not only struggle with new hires. 30% of the leaders that participated in our survey reported that they struggle to keep their Sales reps educated. Essentially, Sales reps that are not educated on market trends and changes also close fewer deals. Additionally, 30% of Sales leaders stated that they experience a lack of consistency in the Sales reps’ performance. The biggest challenge with inconsistencies in performance is that they make Sales forecasts unpredictable.

Solution 1: Developing a Consistent Learning Setup

Consistent learning is a secure way to ensure that Sales reps stay educated on an ongoing basis. We all know that: once a program is finished more than half of the knowledge is getting forgotten. Sales leaders must ensure that essential knowledge and information is staying top of mind for their Sales reps. Another advantage of a consistent learning setup is that it decreases performance fluctuations. Having to recall information and best practices continuously means that Sales reps use these to inform their everyday work and therefore experience an uplift in productivity and quality.

Implementing mentoring programs can also be a helpful strategy in balancing performance fluctuations throughout the entire Sales team. Pairing experienced top performers with new Sales hires means that knowledge is shared more effectively. It can help in ensuring that new hires can learn from the best through actionable insights and tips. This can generally increase the knowledge sharing across the Sales organization and uplift efficiency and productivity.

Solution 2: Implementing Best Practices through Guides and Tutorials

An effective solution to ensure that new Sales hires ramp up faster is by giving them the information they need to learn at their own pace. Standardized guides with best practices are a useful tool in making all the information they need accessible for whenever they need it. A new Sales rep might have to revisit certain practices several times to process and use the information purposefully in their daily work.

These standardized guides and tutorials should be created based on the experiences and insights from top performers. This ensures that the exceptional work of top performers is not sold as a secret. While every Sales rep has their own recipe for success, a big part of a good dish is the ingredients you use. Having top performers write down best practices enables Sales leaders to scale successful tactics and implement them across the team. This, in turn, makes Sales processes and forecasts easier to plan and more predictable.

There are no magic tricks and quick wins that will ensure your Sales organization makes 2023 a successful year for your company. We outlined 11 different solutions to solve the key Sales challenges organizations face currently.

To make 2023 a successful year for your company, you should assess and optimize the following areas:

• Sales content creation and distribution
• Sales reps’ engagement with B2B buyers
• CRM Data hygiene and effectiveness
• Sales training and education

It’s important to note that all of the solutions involve strategic planning, cross-departmental alignment and initiatives that are carried out through the entire Sales function. Will they still pay off? Yes, they definitely will. Sales is not a separate function that can work without Marketing, Operations or Customer Success. That’s why a close alignment between Sales and these functions is key to setting your company for success.

You can download the full report “State of B2B Sales in 2023” and:

• Access the results of the State of B2B Sales survey
• Find considerations to assess your potential in 2023
• Get useful information and tips to improve performance
• Discover the key areas Sales leaders invest in for 2023

7 Presentation Templates For Sales Managers and Teams

The foundation of a successful sales team is communication— both internally and externally. Offering solutions to prospective clients’ business needs is how you scale your own business, and that’s done through in-person meetings, virtual pitch decks, emails or lead generation strategies. But before you prepare any client-facing communications, your sales team needs to be aligned on sales strategies, account management, and sales projection. It’s a sales manager’s job to facilitate those conversations with their team and give them the tools necessary to close more deals. 

Presentations are a crucial tool for sales teams’ scalability. From all-hands meetings to sales proposals, presentations act as a vessel to communicate your story to the appropriate audiences. Of course, sales managers aren’t designers by trade and the presentation creation process can be overwhelming if you don’t know where to start. 

Luckily, there’s a presentation template for that. Beautiful.ai offers a robust library of pre-built, customizable presentation templates curated by industry experts. They serve as a starting point to give you the inspiration you need to package up your own story.

To save you time, we rounded up the 7 presentation templates that every sales manager can benefit from having in their back pocket. 

Sales strategy

A sales strategy helps sales teams achieve their sales goals and close more deals. Beautiful.ai’s sales strategy template enables managers and sales reps to prioritize and engage with potential customers, while developing different selling models to reach prospective clients. 

Our customizable template has everything you need for a sales strategy like key performance indicators (KPIs), sales process, and product overview. A thoughtful sales strategy presentation can help teams understand things like target market, response time between inbound leads and first sales touch-point, and how to properly demo the product.  

Our sales strategy template can also help you identify objectives and provide guidance to your sales team, create product positioning guidelines, and share sales pipelines and wins with the team and other stakeholders.

Key account management

Not all of your clients provide the same value to your business. Your key accounts should have a low cost-to-revenue ratio with opportunity to grow in the future. A key account management (KAM) presentation helps teams identify their key accounts and nurture those relationships to their full potential. A successful KAM presentation can help teams define their target accounts, and outline your objectives, for a more favorable outcome. 

Our KAM template can also help you focus sales efforts more effectively, build better relationships with high-profile clients or customers, or optimize sales team results and increase revenue growth for the business.

Sales go to market

A sales go to market plan helps sales teams identify market size, define a value proposition, and achieve their sales goals with better product positioning and messaging. Sales leaders can set their teams up for success with Beautiful.ai’s sales go to market presentation template with things like market size and trends, KPIs, and an actionable plan. A thoughtful sales go to market presentation can help teams understand buyer personas and how to position their product or offering when talking to prospective customers.  

Our sales go to market template can also help you identify your sales go to market plan and provide guidance to your sales team, evaluate target market and market trends, or share financial projections with upper-management and other stakeholders.

Case studies address consumer challenges and highlight the solutions your service or product can deliver. This kind of presentation helps instill confidence in your brand and convert prospective clients to paying customers. Include your company background, past customers, a product demonstration or video, and outline how you can provide each client with positive results. A quality case study presentation illustrates real-world success using data. Our case study template will help you keep your clients engaged while you show them potential business solutions in a polished and professional presentation.

Our case study presentation template can be used as an effective way to showcase your success stories, convert prospective clients, and up-sell current clients.

Sales proposal

Sale proposals are used to demonstrate how your business, brand, service or product will positively influence a buyer, partner company, or investor. For a sales proposal to be successful it must include a straightforward message, be visually impactful, and show specific stats or data that reference your company’s strengths.

A sales proposal template streamlines the creation process for your proposal slideshow. Rather than limiting yourself to a series of blank slides and adding copy and images as you go, sales proposal templates provide all the basic placement and design for you to fill with customized content.

A sales proposal template can be used for responding to requests for proposals (RFPs), communicating ROI to sales prospects, and pitching sales ideas, concepts, or strategies. 

Sales projection

A sales projection is the amount of revenue your business expects to earn in the future. Also called a sales forecast or a business forecast, a sales projection gives you insight into the short-term and long-term health of the company. A set of sales projection slides is essential for sharing the results of your calculations companywide. 

Use the sales projection presentation template to analyze the health of the company, compare projections to past sales numbers, or inform company operations.

Team stand-up

Make your daily sales meetings more effective by starting with a template that lets teammates easily track what's going on and how to best optimize processes. Our team stand up template is a pre-built, customizable presentation optimized for team meetings and collaboration. Your sales team meeting will run smoothly with an agenda slide, talking points slide, deliverables update slide and more to keep everyone organized and focused.

Use the team stand up template to keep team members on the same page about pending deals, get executives up to speed on recent sales’ numbers, and ensure everyone is on track toward larger goals or quotas. 

Jordan Turner

Jordan is a Bay Area writer, social media manager, and content strategist.

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Grow » sales, 4 forward-thinking sales strategies to embrace in 2023.

Sales strategies in 2023 will incorporate more technology and smarter demos while seeking to generate high rates of customer loyalty.

As business leaders start to look forward to the new year, it’s worth taking stock of how B2B and B2C sales strategies are evolving. Fears of a recession and new digital technologies are changing buying behaviors and disrupting the way sales teams interact with leads and existing clients. Here are some sales strategies to embrace in anticipation of 2023.

The expansion of digital touchpoints

Hybrid selling is essentially an omnichannel approach to sales that brings together digital and offline outreach. And while many sales teams have the offline outreach part down to a science, some small merchants lag behind on the digital side.

[Read more: How to Create a Hybrid Sales Model ]

By 2025, Gartner predicts that 80% of B2B sales communication between suppliers and buyers will occur in digital channels, such as email, social media, text, live chat, or all of the above. Self-service options will become increasingly popular as more people seek convenience, speed, and a tech-first relationship with sales representatives.

“When asked what they wanted most from their sales rep, one executive told us, ‘Please stop asking to meet with me in person. I’m busy enough as it is,’” reported McKinsey . Their study found that 90% of companies were willing to complete high-value deals without a single in-person interaction.

Small business owners can enable these interactions by expanding digital touchpoints and training sales representatives on the hybrid sales approach to customer service.

Focus on customer retention

There are dozens of stats quantifying just how important it is to retain customers, such as:

• It is five times more expensive to earn a new customer than keep an existing one.
• Increasing customer retention by just 5% can increase profits by 95%.
• Existing customers spend 67% more than new customers.

Customer retention has long been the goal for many business owners, and today’s business environment is leading sales teams to zero in on this key metric. Sales teams can start improving retention as early as the onboarding process. The language app Duolingo, for instance, reinvented its onboarding process to reduce customer churn by 13%.

[Read more: B2B Sales Techniques for Building a Loyal Customer Base ]

When asked what they wanted most from their sales rep, one executive told us, “Please stop asking to meet with me in person. I’m busy enough as it is.”

Lisa Donchak, Julia McClatchy, and Jennifer Stanley, McKinsey & Company

And it’s not enough to simply maintain existing customers. Your sales strategy should incorporate opportunities to upsell and cross-sell to current customers. Consider increasing your upsell and cross-sell abilities by adding apps to your online store, launching a targeted email campaign, and reaching out with personalized offers to each individual client.

Sales culture is king

A healthy culture in which your representatives feel supported is shown to make a difference in reaching your sales targets . Invest in meaningful initiatives that help you recruit great sales talent, promote healthy collaboration, and drive results. The key word here is “meaningful.”

“Within the sales team, steer clear of symbolic moves such as suddenly sending the CRO into the field to support deals, if their presence will only intimidate sellers who’ve never interacted with them before,” wrote Forrester .

A supportive sales culture isn’t something you can mandate or buy. Instead, consider investing in long-term initiatives like a mentorship program, a sales advisory council, and a compensation structure that shows employees you value their hard work. Not only will you motivate your employees to work productively, but you can also improve your employee retention—a metric that’s just as important as customer retention.

Use demos wisely

Many organizations offer demos as an inbound marketing lead magnet. These demos can be incredibly powerful ways to connect with people who are interested in your product or service. But it’s also likely that a potential customer is asking for demos from a number of different vendors at the same time.

To make your product or service stand out, Dan Tyre, Inbound Fellow at HubSpot , suggests focusing on the problem someone is trying to solve, rather than the solution your product offers. "Prospects are less interested in 'seeing how it works' and more interested in making sure you understand their needs, have a comprehensive idea of their requirements, and that the product will work," he said .

Use your demo to separate your brand from the competitive landscape. Instead of talking about your product or service features, speak to the customers' goals and personalize your pitch.

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• Steps to Build a Winning Sales Strategy [+16 Examples that work!

A genie in a bottle? A wishing well? Or an all-knowing crystal ball?  

That’s how far we’d go to help you double down on your sales targets in 2024. Unfortunately, I haven’t found those yet, but I have the next best thing for your sales teams.  

The top 16 sales strategies from sales leaders and experts to help you overachieve your quotas in 2024!  

What is a Sales Strategy? 

A sales strategy is a plan or unique way in which a business can improve the sales of its products and services. The aim is to generate more sales with strategies that work at different stages of the company’s growth. In line with that, figuring out the most effective sales strategy is not an easy feat. 

To start off, you should watch our webinar, Secrets to Sales Success in 2024 , where Amit Sharma, the CEO of Dishah Consulting , shared the best sales management strategies for the coming year.  

The sales strategy depends on a lot of factors—the product/service, its price, the buyer persona, and most importantly, your business’ sales methodology.  

Based on your team’s strengths and your business’ vision, you can opt for an inbound or outbound sales strategy. Here’s how you can decide which sales strategy your team needs to focus on.

Inbound vs. Outbound Sales Strategy  

Choosing between inbound and outbound can be a tough call. But if you’re wondering what’s the most effective approach, the answer is both. Agreed that outbound and inbound have different pros to support their cause, but with appropriate resources and workforce, businesses can strike a balance between these two approaches.  

It’s also a sure-shot way to integrate sales and marketing teams for the highest ROI.  

The leads may be generated via an inbound or outbound approach, but closures and other sales-related activities still prove challenging for over 66% of salespeople who attended our webinar. Let’s dive right into the steps to build an effective sales strategy.  

PS, don’t forget to check out the 16 most-actionable sales strategies at the end of this article.  

3 Steps to Plan an Effective Sales Strategy 

Whether you aim to start meeting your sales quotas , increase your sales revenue, or decrease churn , you first need to review and tweak your sales strategy. Here’s how you do that.  

1. Analyze goal setting  

“When 10%–20% of salespeople miss goals, the problem might be the salespeople. But when most salespeople miss, the problem is their goals.”   Andris A. Zoltners , Harvard Business Review

Goal setting can be challenging for sales managers who create targets and also help their teams meet them. Usually, the goals are set in a top-down approach where the CEOs and top management set sales goals based on previous performance.  

This approach generally aims to grow sales teams faster, but it does the opposite. Unrealistic expectations and targets set too high often lead to a lack of motivation and rapid employee attrition (around 35%, much higher than any other business team).   

Amit prefers the SMART strategy, instead of the top-down approach, to set measurable, time-bound goals.  

1. Specific:

A high target shouldn’t be your priority while setting goals. Managers need to focus on identifying particular challenges in their sales cycle stages. Every customer-forward sales stage is an opportunity to identify these challenges at a granular level.   For example, an expensive product or service generally has long sales cycles. So, the goal for your sales team shouldn’t be to double the sales in the quarter. Instead, the team can focus on shortening the sales cycle by half.  

“The whole idea is to go specific and focus on one problem every quarter. It’ll add a lot of momentum to your sales process .”   Amit Sharma, CEO, Dishah Consulting

2. Measurable:

“In most cases, sales goals are communicated to the teams, but they’re not broken down into daily activities. The sales team continues to carry out the same activities as they did a year ago, but they’re chasing a higher goal this time. The gap is quite clear; you can’t achieve different goals with the same activities.” Amit Sharma, CEO, Dishah Consulting 

While setting goals, it’s crucial to ensure that your team’s progress toward meeting them can be measured. Amit advises sales teams to implement the OKR formula, where O bjectives are broken down into K ey R esults. Google also adopted this formula in 1996 when their team had just 60-100 employees. Implementing the OKR method helped them grow to where they are today.  

Each precise KPI should be closely aligned with your sales objective.  For example, if your objective is higher conversions, a key result would be the number of calls each salesperson makes or the number of emails they send. These daily targets can be made visible to ensure that your team knows what to work on.  

3. Attainable:

Sales targets are always challenging, but they must also be attainable. A manager must understand his team and what motivates them to set achievable targets. The motivator may be additional earned leaves, incentives, or even a promotion.  

“ Spend more time with people rather than reports so that you can listen to people and ask them a lot of questions to identify their personal motivations.” Amit Sharma, CEO, Dishah Consulting 

Along with motivation, managers also need to keep the team’s skillset into account while setting goals.  

“To identify the skillsets your team needs to be trained on, you can list each stage in the sales process along with the conversion rates at that stage. Your target skillset is linked to the stage with the lowest conversion rate.” Amit Sharma, CEO, Dishah Consulting 

4. Realistic :  

An unplanned and unrealistic target can completely throw your sales and marketing teams off their course. They might not have the right resources, skillsets, or personnel to meet targets . A couple of ways to set a realistic target are:  

• Take the month-month growth percentages into account while setting their targets, instead of setting a high annual goal.  
• Sales quotas can be set by considering the previous year or quarter’s achievements while forecasting a higher yet rational target. 
• Involve the salespeople in the process while setting sales goals since they can estimate achievable growth accurately. They can also voice their concerns and requirements for any additional resources.  

The definition of a ‘realistic goal’ also depends on the kind of product, the selling price, and the sales cycle length. But in most cases, the important factors in determining the goals for sales and marketing teams are: 

• Number of inquiries  
• Inquiries to demo ratios  
• Resources required to meet the targets

5. Tools and training :

Even if everything’s in place, the lack of the right sales tool can hinder your team from meeting their targets. Before deciding which tool to implement, you can divide your sales activities into productive and non-productive activities.  

Productive tasks—sales calls, follow up emails, product demonstrations, etc.—directly impact conversions. Whereas unproductive tasks—generating reports, updating the CRM, etc.—are important but don’t impact sales conversions directly.  

Unproductive activities take up 65% of the sales representative’s time. And from a LeadSquared poll during the webinar, our audience shared that sales productivity is the most accurate measure of sales success.  

So, how can businesses ensure that sales productivity hits an all-time high without letting go of unproductive tasks? The solution here is the AD model.  

AD = Automate or Delegate.  

Implementing automation or delegating non-essential tasks instantly boost sales productivity as it allows salespeople to focus on the most productive tasks.  

Automation: A comprehensive and extensive sales tool , such as LeadSquared CRM , helps teams automate reporting, dialing, nurturing, lead distribution , lead qualification , and more. With automation, hours of work is carried out with just a few clicks in under 5 minutes. To know how a CRM can help your sales team, you should book a consultation with our CRM experts today!  

Delegation: Transfer a few sales-related tasks to other teams, such as marketing for lead generation or presales for lead qualification.  

Coming to the training aspect of sales strategy, Amit recommends that sales managers organize customized training sessions for their team based on their skill sets and motivators.  

“Business leaders can help customize training sessions by creating a chart with each team member’s strengths and weaknesses. This chart helps the training company provide highly-personalized, performance-driven training.” Amit Sharma, CEO, Dishah Consulting 

2. Focus on building a healthy sales culture  

A healthy sales culture keeps the team motivated and decreases employee attrition in the sales team. The managers need to give their teams a bigger purpose, such as becoming the best team in the company.  

Backed with this purpose, your sales team will develop innovations and ideas to perform better. A buddy program is another way to boost a healthy environment. Pair a high-performer with a new sales member so that they can help their buddy out.  

Lastly, a lack of motivation in sales is also closely linked to the fear of non-performance. Managers must instil confidence in their teams with a skill vs. will method. Here, the skill-related challenges are the manager’s job where they help their sales team, but the will or motivation factor is the sales representative’s responsibility.  

“Managers need to recognize and encourage initiatives such as coming up with new ideas or helping their team out. These initiatives should also be evaluated while discussing promotions and incentives.” Amit Sharma, CEO, Dishah Consulting 

3. Communicate feedback for faster results  

A sales team that doesn’t understand each other or can’t share feedback internally often struggles to do the same with their customers. Feedback is always great, but the way it is delivered can make or break a sales team’s trust in their manager.  

According to 42% of salespeople, enabling a two-way communication channel is also one of the best ways a manager can support their sales team.  

A few best practices to deliver feedback effectively are:  

• Set clear expectations from the start. Whether you’re assigning a task or at the start of the quarter, the salesperson should know what is expected of them.  
• Don’t wait till appraisals share your feedback. Utilize feedback as a proactive and preventative mechanism instead of a post-disaster activity. With multiple deals running parallelly in the pipeline , it’s only wise to make your reviews and feedback sessions frequent so your team can improve faster.  
• Identify erratic behaviors early on. It might be due to a lack of motivation or something you’re completely unaware of as a manager. Ask your sales teams questions about what is affecting their performance and provide them with a behavior improvement plan to rectify their shortcomings.  

“Sales leaders need to get in touch with their teams to understand their problems. I advise them to praise their teams in public but always criticize them privately to keep the morale high. While criticizing them, the conversation should always move towards building a well-defined improvement plan.”   Amit Sharma, CEO, Dishah Consulting

Now, lets get to the most exciting bit that you’ve been waiting for. We did the work for you and talked to three sales experts to bring you 20+ years of experience condensed into a list of the 16 most actionable sales strategies for 2024. But first, meet our experts:  

1.  Murali Krishna, Vice President – Sales, LeadSquared   2. Piyush Sharma, Manager – Business Development & GTM, CloudSEK   3. Amit Sharma, CEO, Dishah Consulting  

16 Examples of Winning Sales Strategy that Drive Conversions  

After experimenting with a lot of sales strategies at LeadSquared, and talking to sales experts, we’ve come up with a comprehensive list of 16 sales strategies that’ll transform your sales outcomes.

16 sales strategy examples for 2024:

• Improve the first point of sales contact
• Don’t stick to a specific sales process
• Focus on generating your own leads
• Proactively review sales outcomes
• When something breaks, go back to the basics 
• Align your sales and marketing teams
• Inform your prospects instead of convincing them
• Learn to prioritize sales opportunities
• Don’t forget to target niche markets
• Shorten your TAT with automation
• Make the most out of your CRM  
• Improve hiring and onboarding for your sales team
• Introduce and manage multiple touchpoints 
• Close deals with confidence  
• Enable self-service options for customers  
• Build and update sales enablement resources

Now, let’s get into the specifics and the actionable tips our experts have for you!

1. Improve the first point of sales contact    

 Whether it’s an email, a cold call, or a pre-sales call to book a meeting, the first impression sticks, and unfortunately, it’s tough to recover from a bad interaction. Each customer-facing interaction can be improved if the salesperson understands the product in-depth.

Statements like “ I will have to get back to you on that” , “I’m not sure” , and “ My colleague may know better” aren’t appreciated and will make the potential customer lose interest in your offering.  

So, even your BDRs and SDRs should understand the specifics of the product, the market scenario, and competitor analysis before they get on a call with the client.    

 2. Don’t stick to a specific sales process    

Hear me out! The sales process is considered the holy grail to convert leads but following it blindly doesn’t guarantee a 100% conversion rate. There’s a lot of unexplored scope to achieve better results by just experimenting with your sales process.  

“Look beyond the step-wise basics of the sales process to evaluate what’s working and what isn’t. Salespeople who are self-learners perform a lot better than process followers. I advise my team to be curious about the solution we offer and understand how it helps our buyers sell better.”   Piyush Sharma, Manager – Business Development & GTM, CloudSEK

Salespeople should also look around and understand what their peers are doing differently and their managers can help them scale up the high ROI activities for the entire team. For example, Piyush realized that one of his sales representatives was going beyond the script to understand the customer’s organizational hierarchy and internal process. These questions helped them get in touch with the right people and shorten the sales cycle.   

3. Focus on g enerating your own leads   

As we discussed, a balance between inbound and outbound lead generation is key for any business. But the specific channels vary across industries. For example, outbound strategies aren’t the best way to sell a product with a high-ticket size but deliver results for services that aren’t too expensive.  

 A few ways in which salespeople can generate their own leads are:  

• Focussing on referrals: Referrals are a low-cost lead generation source to increase the value of your pipeline . A referred customer is four times more likely to make a purchase and has a 37% higher customer retention rate. 
• Targeted outreach: Personalized and well-segmented approach over email and LinkedIn can help salespeople generate hot leads for quick conversions. With the right connections on social media, salespeople can implement ABM (Account Based Marketing) initiatives to land on qualified leads.  
• Utilize social media platforms: High-performing sales folks leverage their connections to meet their targets. Thought leadership and social selling are two skills that salespeople can pick up to boost their conversions. [Here’s a quick guide to get you started on social selling: The Ultimate Guide to Social Selling + Expert-Tips by Top BDRs ] 

You can also rely on the leads that your marketing teams generate, but when salespeople get in touch with qualified ICPs , the sales cycle becomes shorter, and before you know it you’re just a few deals away from exceeding your targets .  

4. Proactively review sales outcomes    

Monthly and quarterly meetings don’t work for fast-growing teams. Sales leaders must have all hands on deck weekly to increase the win rates. This means generating weekly reports, setting weekly targets, and reviewing them.  

For example, if you notice that you’re losing your customers to competitors in a weekly meeting. You can act on it immediately to take measures that prevent churn.   

“Weekly reviews help businesses get control over their sales activities and experiment new strategies much quicker. It decreases your reaction time and improves pipeline forecasting as well.”     Murali Vice President – Sales, LeadSquared

5. When something breaks, go b ack to the basics   

When your sales performance seems shaky it’s time to anchor your boat by reviewing the core of your sales process. Here are the four Ps of your sales process that you need to get to the bottom of to find any leaks:  

• Prospect: Review your ICP (Ideal customer profile) based on previous successful deals. For B2Cs, an ICP may be defined by gender, age, geographical location, income, etc. Whereas for B2Bs, it may be the designation of the decision maker or the industry you’re targeting. 
• Product: Do you understand every feature and use case of your product/service? If not, get to work till you know your product in depth.  
• Proposal: Does your proposal cater to the customer’s needs, and are you adding any value to their business? You can also prepare a list of customer pain points your product solves and use it as a resource to customize proposals. It’s also an excellent time to review pricing and discounts.  
• Pitch: Listen to the recordings of your previous sales pitches to see what worked and what didn’t. As a salesperson, you can also ask your managers or peers to share their feedback on your pitch.  

6.  Align your sales and marketing teams  

The quality of leads matter just as much as the quantity of leads generated by the marketing team. Salespeople have a much better idea of the right ICPs and buying intention, whereas the marketing team understands how these leads can be attracted and nurtured till conversions.  

The power-packed sales and marketing duo can help you beat your targets easily. You also need to implement a feedback mechanism between these two teams to decrease the scope of any miscommunications.  

7. Inform your prospects instead of convincing them  

“No one likes being sold to, not even salespeople themselves. Try to cater to your prospect’s interests before reading out your entire pitch to them. This challenge arises during demos when salespeople forget that the customer is looking for a solution and not a list of random features that they don’t understand.” Piyush Sharma, Manager – Business Development & GTM, CloudSEK 

38% of salespeople wish to focus on consultative selling in 2023. And our experts believe it’s high time for salespeople to start solving their customers’ challenges in the product demo itself. 

Salespeople can customize product demos to highlight just 1-2 features of the product or service that solve the user’s challenges. For example, an EdTech that coaches students for competitive exams can focus on how impactful their mock tests are for students.  

The critical skills salespeople can develop for consultative selling are active listening and attention to detail. These skills help them identify the challenge and take a deep dive into solving it.  

[Also read: Consultative Selling: a Key to Win Big Accounts [with Real Life Examples]]  

8. Learn to prioritize  sales opportunities

“Being able to identify the customer’s need is one of the most important sales functions. They must differentiate whether the situation is a burning point for the customer or they’re just exploring a few ways to improve their business.” Murali Krishna, Vice President – Sales, LeadSquared. 

Along with skill, salespeople can utilize data using lead scoring functions that most CRMs offer to prioritize hot leads over cold ones. It’s beneficial because it automatically structures sales activities for faster results. You might just meet your target by focusing on ten hot leads instead of sifting through hundreds of cold leads aimlessly.  

 9. Don’t forget to target niche markets

A targeted approach is the most consistent theme across various sales strategies. It’s extremely relevant for teams with multiple product offerings catering to different buyer segments.  

If you run such a business, you have more than one ICPs  to cater to, which means that your sales team also needs different kinds of training, pitches, and relevant resources to share with the customers. Throwing wider nets to close deals may not be the best option here.  

You can try switching to a vertical approach instead, where sales representatives develop niche skills to focus on just one segment of buyers. The training and sales process differs for each vertical, and it might seem like a lot of work initially. Once you have refined your business for the vertical segments, scaling up will eventually seem a lot easier.  

You also need to segregate and distribute your leads to the different segments of sales representatives based on their knowledge of the industry and specific skill sets. A CRM can help you with automated lead distribution based on different kinds of lead tags and segmentation .  

10. Shorten your TAT with automation

Turnaround time (TAT) is a super important KPI for B2C businesses because you don’t want your competitors to swoop in and steal your customers. To win a deal, you need to be the first one to contact them with the most relevant solution.  

Ideally, your TAT should be under ten minutes, and at most, the first interaction should happen the same day. Manual lead distribution, dialing, and noting down customer information add hours to your TAT for no reason. Here’s how intelligent CRM technology helps businesses decrease their TAT:   1.   Automate sales workflows   2. Track and monitor TAT as one of the sales performance KPIs   3. Enable alerts and reminders as escalation options for tasks.  

11. Make the most out of your CRM   

Even though 91% of businesses with more than 10 employees use a CRM , it’s usually underutilized when sales leaders don’t realize its potential. At its basic level, a CRM helps you track sales data, measure sales performance, forecast deals, manage pipelines and completely automate workflows .  

But that’s just the bare minimum that you get from a CRM. To use it effectively, you need to explore each data source and report that your CRM offers. It helps you track the lead journey and drop-off points across each stage in the sales cycle . Salespeople can also use the call notes to improve their pitches.  

“The call notes in a CRM can help sales teams uncover many details, such as the points of objection, the sales cycle stages with the highest and lowest conversion rates, and the customer’s initial response to your product. Call notes along with the feature to monitor sales teams and the best features of a CRM, which are ironically also the most underutilized.” Piyush Sharma, Manager – Business Development & GTM, CloudSEK

12. Improve hiring and onboarding  for your sales team

Sales is competitive. But this competition extends out to hiring the best talent too. When you lose out on a star performer, the deals they were working on tend to have a higher chance of churn.  

The first step is to identify and hire the right talent. And the second step is to onboard and train them to avoid underperformance. The initial onboarding process is crucial to sales success. The sales team is trained on the sales process and the skills required to perform well.  

Businesses can create a well-defined 30-60-90-day onboarding plan for their sales teams, and implementing it will improve sales revenue. Here’s a checklist to ensure that your new joiners in the sales team are ready to face any challenges.

You can also download this  editable pdf checklist  to share with your team.   

13. Introduce and manage multiple touchpoints  

A LeadSquared study found that it takes 5-10 touchpoints to complete a sale. But some salespeople give up after a few attempts. These touchpoints span various online and offline channels such as in-person meetings, follow-up emails, sharing resources, and much more.  

Salespeople struggle to manage multiple deals simultaneously without losing the context of what was discussed at the previous touchpoint. Businesses can try to bridge the gaps between the touchpoints to improve the customer journey and prioritize the most important contact points.  

Unfortunately, each touchpoint adds another task to your salesperson’s overflowing list. Using a sales CRM, helps salespeople track conversations and automate a few tasks at the same time. What’s better than getting the job done without overworking your sales staff?  

14. Close deals with confidence  

35% of salespeople find closures to be the toughest stage in their sales process . Closing a deal needs a lot of skill and technique, which you can train your sales teams on. At the same time, the process can be optimized by creating templates for closures or setting standardized closure statements.  

Closure statements can either be a discounted offer, such as “ I should let you know that we have a special [X%] discount available for those who signup within this week. I wouldn’t want you missing out”   or a question like “ Considering all your requirements, I think these two products would work best for you. Would you like to go with [X] or [Y]?”  

You don’t have to look any further; check out closing techniques and scripts that have worked for our team LeadSquared: 15 Smart Sales Closing Techniques [Scripts and Examples]  

15. Enable self-service options for customers  

As the buying trends shift, customers are now looking for self-service options to make a purchase. This redefines the term ‘sales’ since businesses need to investigate alternative selling options, such as informative landing pages and chatbots, that allow users to explore and understand the product even before they talk to a salesperson.  

For example, for education or edtech businesses, a chatbot can guide the students through the course plan, curriculum, and other details. Using a student portal also allows them to fill in their information based on their convenience and then complete the payment without any external assistance.  

While enabling a self-service option, businesses invest a few resources into setting up automated workflows that make it convenient for the user. But eventually, the self-service source becomes a high ROI machine that generates easy-to-convert leads.  

16. Build and update sales enablement resources  

Helping your sales team goes beyond just training them or sharing feedback. You also need to enable them with the tools and resources to sell better.  

“A list of FAQs, checklist of topics to cover in a pitch, battle cards against competitors—all prove to be cheat sheets that can be displayed on the screen for salespeople while on a call. These are just a few ways to make your team feel better equipped to deal with objections.” Murali Krishna, Vice President – Sales, LeadSquared 

The sales team can collaborate with marketing efforts to work on resources such as case studies, eBooks, and decks that help them nurture their prospects effectively. These resources help the sales team decrease the length of the sales cycle and maybe even introduce opportunities to upsell their offerings.  

And that brings us to the end of this article. While these are all the tips we have for you, this list isn’t exhaustive because sales strategy isn’t the same for everyone. You might even adopt a different set of strategies next quarter itself.  

The thrill of it lies in experimentation. You just need to identify where your sales process or team may be lacking, and that’s where I can help you.  

LeadSquared helps sales leaders monitor and track sales performance, pipelines, and customer journeys. At the same time, it automates workflows and tasks for your team. That’s all the ammunition you need to build an explosive sales strategy!  

Get started by booking a consultation with our CRM experts today.  

Instead of relying on Excel sheets, businesses can implement a CRM to improve reporting and automate sales tasks. You can even revive cold leads with email automation or send invoices to customers—the possibilities are endless. The reports on a CRM tool can help you understand the sales process and your team’s skillset, which gives you an edge over your competitors.

The following sales performance KPIs shape sales strategies: 1. Sales conversions   2. Length of the sales cycle   3. Sales value   4. Deal profitability   5. Customer lifetime value   

Defining the sales target is a strategy that works well for newly launched products, especially for small businesses. The preliminary target should be to generate interest from prospects and communicate the offerings. The teams can meet your customers and share relevant information to build the  pipeline . By doing so, you’ll have a few people who are interested and excited to try out your product.  

To strategize a sales plan, you need to work with and for your sales team. Here are three steps to get started: 1. Re-evaluate your goals: Are the targets too high? Have you accounted for market fluctuations? Sales can get demotivating if your targets are unrealistic. 2. Build a sales-friendly culture: Managers need to enable and motivate their team to sell better, and it’s easier if your sales strategy accounts for it. This includes sales incentives, training sessions, and building resources for your team. 3. Collect feedback from your sales team: You can’t strategize a new sales plan without knowing what was wrong with the previous one. Always collect insights and perspectives from your team before making any changes. The success of your sales strategy majorly depends on this step.

Kritika is a content writer at LeadSquared. She loves reading and is trying to learn more about sales. Through her writing, she wants to make sales easier for everyone. You can connect with her on LinkedIn or write to her at [email protected].

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Sales Strategy Presentation

So a sales strategy is a business decision on 

• Who are you going to sell to.
• What are you going to sell them.
• How are you going to sell to them.
• What is your core sales and marketing messaging.
• What are your sales priorities.
• A clear set of goals that everyone will work toward.

Effective Sales Strategies are 100 percent aligned with the overall business strategy. They outline the ideal target clients, what is your value proposition, what are your success metrics, goals, roles, processes and specific actions required to meet targets. The sales strategy presentation must be based on the business and marketing plans so they all ties in together. It needs to outline in as much detail as possible – how will the sales and marketing team will deliver on objectives and the plan to target market segments. It covers how the sales team will they support marketing activities, such as inbound leads or promotional events.

Set A Clear Market Strategy. The sales strategy presentation needs to detail out questions in the plan such as; Grow existing accounts? Revenue with existing products? Revenue from new products? New revenue with existing products? Up and cross-selling? Retention plan? Acquisition plan? Customer mix? Product mix? Seasonal sales cycles? Business growth depends on acquiring new, profitable business with different customers. Plan how you will approach every new customer. Maybe to win the business of a key customer, you may offer acquisition pricing, creating a loss-leader or maybe giving the product on a trial basis. Make sure you have a plan to move prices and margins back up to a profitable level, or else live with reduced margins from these customers. Reaching the Customer and Target Market.

• Which sales channels will be most effective in selling to which customers.
• Do you sell direct or through channels?
• Map out the costs of each channel against the benefits it would bring.
• Implement a well-functioning funnel and opportunity planning process.

Selling Resources Required to Meet the Plan. The sales strategy is not just about sales, it also covers what resources are required to meet the plan. So it should document topics including – What is the Training plan. The plan to improve the customer experience. What (if any) specialist support is needed. What resources will be needed to make the sales force more productive.  What will the cost be of providing admin support so sales people spend more time on selling. Then it needs to call out all the marketing and sales assets in play and what needs to be created prior to launch the sales strategy.

Sales Strategy Presentation – Measuring Sales Performance.

Finally, the sales strategy presentation will give insight into how the sales performance will be measured against the plan. Areas to be included are;

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How to Create a Sales Plan in 8 Steps: Guide + Free Template for 2023

It can happen to the best of us. We start off the year with big ambitions, certain our sales team is gonna crush it. We’re making lots of calls, selling to new customers, and getting our product out there. 

But soon, we wonder: how are we actually doing? Are we on track to meet our revenue goals for the year? Should we focus on building outreach or closing more deals? 

This is where a sales plan can make all the difference. Goals and objectives are clearly stated, day-to-day tasks are aligned with company priorities, and sales reps are working towards individual goals. It’s a beautiful thing. 

And it doesn’t have to be hard. In fact, we’ve put together this guide to make the sales planning process as easy as following a template. Let’s get started. 

What’s a Sales Plan?

A sales plan is a forecast of the sales you expect to achieve and how you’re going to get there. It typically covers important elements like:

• Past performance numbers
• Sales operations strategies
• Sales forecasting
• Current goals and objectives
• An action plan for finding and selling to new customers

Having an action plan in place for your sales process aligns your team’s day-to-day actions with your company’s priorities and business goals.

So, for example, if you’re trying to sell to a very specific target market, your team should focus on account-based selling as opposed to lead generation. If you’re looking to generate new business or break into a new market, you should focus sales activities more on outreach and prospecting. 

An action plan also empowers you to spend more time intentionally working towards your revenue targets, rather than getting stuck in reactionary mode dealing with daily hiccups and distractions.

What’s Inside a Typical Sales Plan? (Plus a Free Sales Plan Template)

While there isn’t a one-size-fits-all solution for developing a strategic sales plan, a good plan usually includes the following: 

• Company mission and vision statements
• Realistic, time-based goals with action steps to achieve them
• Purposeful tasks and daily activities for your sales reps to achieve
• Proven sales strategies to improve outcomes and get results
• Lead generation tactics for finding new customers
• Metrics you’ll use to see how your team is progressing

Download Your Free Sales Plan Templates Today

Want to build your own sales plan that kick-starts growth? Grab our Sales Success Kit. You won’t only get a sales strategy , you’ll get:

• Templates for sales planning
• Checklists for things like sales calls and hiring
• Worksheets for overcoming objections
• Guides for writing sales scripts

…and more to help you set up strategic sales planning and goals for your team.

8 Steps to Build a Sales Plan that Drives Revenue

In this section, we’ll go over the steps you need to take to build a strategic sales plan that gets the kind of results you’re looking for. 

1. Determine Your Primary & Secondary Sales Goals & KPIs

A successful sales plan begins with setting goals. These goals will be the targets your sales reps are working to reach—so it’s important to define them carefully.

When determining your goals, keep the S.M.A.R.T. system in mind. Company goals should be Specific, Measurable, Attainable, Realistic, and Timely. Here’s an example: 

• Bad goal: “Grow sales.”
• SMART goal: “Hit $100k in revenue by the end of the 1st quarter.”

Also, keep in mind that the right sales goals are those at the edge of achievable and challenging. If a goal is too easy or too hard, your team’s motivation will probably plummet. 

For example, if you’re a small business or startup that just reached $50k in revenue last year, shooting for $500k is a bit of a stretch, while $60k is probably too easy. 

That said, you’ll also want to determine specific metrics and KPIs in this step, including how they’re currently performing, and how you plan to improve them. 

Author’s note: If you’re using a tool like Close to manage your sales team and processes, you get a KPI dashboard that looks something like this—so your team can better align and track progress:

But remember this golden rule when choosing key performance indicators:

You don’t need to track every sales KPI. You just need to track the right ones.

Here are ten benchmarks and KPIs worth tracking that are commonly used by sales teams: 

• Monthly sales growth
• Calls and cold emails per rep (daily, weekly, monthly)
• Sales opportunities created
• Monthly onboarding and demo calls booked
• Lead conversion rate
• Sales by contact method
• Average conversion time
• Customer acquisition cost (CAC)
• Customer lifetime value (LTV)
• New and expansion monthly recurring revenue (MRR)

2. Find Your Target Customers’ Needs

One of the best ways to find the needs of your target audience is to develop an ideal customer profile (ICP). An ICP is an example of the perfect customer for your business. 

Normally used by B2B companies, this profile defines the characteristics of a company that would buy your product or service. 

Here are some of the traits to look out for in them:

To get started, think of your top ten to twenty customers. These should be customers who say your solution is so valuable, it outweighs the cost. 

Then, gather information about each customer and identify traits they have in common. Write a description of your ideal customer that includes data like what we’ve shared earlier: 

• General information about the company or customer, such as size, demographics, and industry
• Typical budget and revenue
• Location, if it’s applicable to what you’re selling
• Main challenges and pain points the customer is looking to solve
• Common objections that are raised during the sales process
• Typical purchase process, including decision-makers
• Timelines and deadlines to purchase

By identifying these common traits, you can better target the market that is best suited for your product and really hone in on their needs. 

3. Define Your Value Proposition

Now that you know what your customers need, it’s time to explain how your company meets that need. Enter: the value proposition . 

A value proposition describes the specific value your company provides to your customers. It should focus on benefits, not features. And it should explain how you stand out from the crowd. For example:

• What problem does your product solve? Is it a new product? 
• What does your product do for your customers? 
• How does your product stand out? 
• What makes you different from the competition? 

One of the best ways to nail down your value proposition is to talk to actual customers or prospects. Ask them how they would describe your product to a colleague. How would they sell it to them if asked for a recommendation? 

You can also look up reviews on websites like G2 and read what your customers are raving about online. Is there a common thread? What benefits do your customers keep bringing up, especially as it relates to the competition? Is there something your company is doing that others aren’t? 

4. Choose a Structure for Your Sales Team

Just as there isn’t a one-size-fits-all solution to creating a sales plan, there isn’t one right way to structure your sales force. What works best depends on your product, team, and sales processes. Here are three common sales team structures to choose from: 

• Island: Individual reps work through the sales process alone. This means they handle everything from cold calling and outreach to closing major deals.

• Assembly line: Each sales rep is assigned a specialized role such as lead generation, SDR (qualifier), Account Executive (closer), or Customer Success (farmer).
• Pods: Each sales rep is assigned a specialized role in a group that’s responsible for the entire journey of specific customers.

No matter what structure you choose, determine which reps are available during what times of the year, their specialties and skills, and what they’re responsible for in the sales process. It’s also important to include information about the sales managers, other team members, and the incentives you offer your reps.

5. Create a Plan For Execution

At this point, you know what you want to get done. You know your goals, you know your customers, and you know how your sales team will be organized. Now it’s time to come up with a specific plan of attack. 

To do this, take a look at your overall goals and figure out how to create milestones. This involves breaking down that big number into smaller expectations with strict deadlines. Milestones should challenge and motivate your sales team , without being so difficult they kill morale.

Involve your sales team during this process. Learn what they do during the week to close deals. Ask how much they’re currently doing, and how much bandwidth they have to do more. This will give you a real, frontline take on what your team can execute.

Then, create specific milestones with clear deadlines. For example, to achieve a sales goal of increasing revenue by 15% YOY, you might set the milestone of increasing your customer base by 20% at the end of Q1, or increasing sales by 50% for a specific product during Q3.

Finally, break these milestones down into action items. If you’re trying to increase your customer base, for instance, your sales team will need to increase prospecting and lead generation activities. How will your team approach this? Assign specific tasks to team members with daily, weekly, or monthly targets.  

Here’s an example to show how your goals, milestones, and action items are related to each other: 

Goal: Increase revenue by 15% YOY

Milestone: Increase customer base by 20% by the end of Q1

Action items: Each sales rep makes 10 new prospecting calls per week and spends 30 minutes qualifying leads

6. Evaluate Your Existing Sales Tools

In this step, take a look at your existing sales tools. Ask your team the following questions about each one: 

• How are we using this tool? What sales tactics does it help with? 
• Do we have another tool that does the same thing? 
• How much does this tool cost? 
• What’s the learning curve with this tool in the short term? 
• How easy is it to onboard new team members? 
• Is there anything we wish this tool did better? 
• What’s customer support like when we have issues? 
• Does this tool integrate easily with our other tools? 
• How does this tool make our lives easier? 
• How does this tool help us close more deals? 
• Where does it fit in the sales funnel? 

Once you’ve answered these questions for all of your sales tools, decide if there are any you don’t need in your stack anymore. Also, make note of any gaps in your capabilities or areas you feel could be improved with a better tool. 

Then, list the resources you have available and how you plan to use them. For example, how much will you spend on your sales tools? Which CRM software or prospecting tools are your sales professionals lost without? Briefly explain each tool’s value and why you’ve allocated resources towards it.

7. Build a List of Dream Clients 

If you could close the deal with anyone you wanted, who would it be? Write it down. Then, go back to your ideal customer profile and find more companies that fit the bill. 

Using this strategy is called target account sales or account-based selling. It’s a sales strategy where every prospect is handpicked and matched to your ICP. This means you know their pain points , their competitors, and how you’ll sell to them—long before you pick up the phone. 

Using the target account method will help you fill your pipeline with high-value leads that are a perfect fit for your product. It’s also a great way to build confidence with your reps since they can do a lot of legwork before making a call. 

8. Schedule Progress Checks 

A sales plan is a living, breathing document that needs to adapt to the dynamic world around it. New features, new marketing campaigns, new team members—all of these things can change the game. 

With that in mind, the last step in creating your sales plan is to set regular meetings (at least monthly) to review progress towards hitting your sales targets. At each meeting, plan to identify and solve any new issues and re-align activities across teams to adapt to real-world events and feedback. 

That said, try to avoid moving the actual goalposts—even if you discover you’ve been overly optimistic or pessimistic in your forecasting . Instead, carefully document what needs updating so you’re prepared when it comes time to make your next sales plan. 

5 Best Practices for Creating a Profitable Sales Plan

Now that you know how to build your plan, here’s a list of best practices to make sure you’re successful. 

1. Touch Base with Existing Customers  

Existing customers can be a huge source of knowledge when building your sales plan. After all, they’re using your product and can provide valuable feedback on what’s working and what’s not. 

But knowledge isn’t the only thing existing customers have to offer. They’re also a goldmine for generating new leads. In fact, according to SaaStr founder Jason Lemkin , “At least 20% of your new customers should come from referrals and word of mouth.”

If you’re still in the early stages of business development, use your sales plan to show your team how to leverage their own network to get introductions to new prospects. If you’re at a later stage, build a referral program for customers that refer new leads. 

2. Get Input From Colleagues Outside of Sales

It’s easy to get caught up in our little sales bubble and forget the outside world. But you’d be doing yourself and your company a disservice if you don’t get input from people on the outside. 

Getting a different point of view can open doors you didn’t even realize were there. Or keep you from wasting time going down a road to nowhere. 

So reach out to colleagues in other departments (i.e. marketing, tech support, human resources, etc.) Ask them to look over your sales plan and give you feedback. What have they heard from customers? Is there a marketing strategy that could work in tandem with your efforts? You may be surprised at what they have to offer. 

3. Include Your Sales Team in the Planning Process

As we mentioned earlier, your sales reps can be super helpful during the planning process. They know your customers and they know the daily grind. So they usually have valuable insight in terms of realistic goal-setting, how customers may respond to certain strategies, and more. 

Plus, including your sales team in the process is a great way to get buy-in. People are way more likely to get on board with a plan if they were involved in its creation. On the flip side, if you just drop a plan on your team without getting their input, you’ll likely face some pushback. 

So get your team involved early in the process. Schedule planning meetings and quick brainstorming sessions. Explain why the plan matters and why you want their participation. 

4. Compare Plans with Strategic Partners

Strategic partners or stakeholders are usually other businesses that benefit in some way from your success. These can be suppliers, retailers, or companies with complimentary products or services (also known as Complementary Service Providers, or CSPs). 

If you have a good working relationship, ask them to compare notes. You take a look at their sales plan and have them look at yours. After all, you’re typically targeting the same type of customers. 

Maybe they’ve tried something you’re planning to implement and can give you feedback on how it went. Or maybe you’re planning similar strategies and can piggyback off each other or refer leads. 

5. Set Individual Goals for Your Sales Team

Finally, take your overall goals and break them down into individual goals for your sales team. Not only will this make your plan more actionable but it’s a great opportunity for professional development if you take into account the differences in strengths, weaknesses, and skills among your salespeople.

For example, if someone on your team is making a lot of calls but not closing many deals, set an individual goal of upping their close rate . On the other hand, if someone’s great at closing but doesn’t do much outreach, give them the goal of contacting ten new prospects a month.

Create a Sales Plan That Drives Growth 

Taking the time to create a solid, effective sales plan (or business plan) is always worth it. It gives you the roadmap you need to push through the inertia and stay on track to meet your goals. 

We’re here to help. Download our free Sales Success Kit and get access to 11 different templates, checklists, worksheets, and guides. All are action-oriented and easy to use, so you can have your best sales year yet.

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9 Best Sales Strategies: A Guide for a Successful Sales Plan

Have you ever wondered what sets the top sales leaders apart? Can you name the top 3 things the best sales leaders do differently? Let me help. According to Gartner , the most effective and innovative heads of sales focus on improving their leadership in these key areas:

• Mastering executive skills and influence
• Optimizing sales planning
• Crafting and executing effective sales strategies

These best practices have been proven to help sales leaders “deliver on short-term revenue goals, while laying a solid foundation for long-term success,” Gartner says.

Furthermore, McKinsey & Company found, “Over 50% of successful sales teams have a 12-month view of their plans while 10% map out the next three years.”

Successful sales leaders take strategy and planning seriously. They know that foresight and proactive planning are key components of sales effectiveness.

So, let me ask you. Do you have a modern sales strategy? If you do, when’s the last time you reviewed it? Buyer trends and preferences have changed a lot in recent years. Plus, sometimes you need different sales strategy plans for different types of buyers. Whether you’re starting from scratch or need to update your current sales strategy, this blog post will set you on the right path.

What Is a Sales Strategy?

A sales strategy is a carefully crafted plan that outlines how a business will sell its products or services to reach its revenue goals. It’s a dynamic blueprint that integrates market research, target audience identification, and competitor analysis to formulate effective sales tactics .

By defining clear objectives, identifying potential obstacles, and determining the best methods to engage and convert prospects, a sales strategy guides the sales team towards consistent and measurable success. Whether through personalized selling techniques , leveraging technology, or fostering strong customer relationships, a well-executed sales strategy ensures that every effort is aligned with the company’s overarching business objectives, ultimately driving growth and profitability.

9 Sales Leadership Strategies for Today’s Sales Manager

Why do you need a modern sales strategy.

A modern sales strategy is essential for any business aiming to achieve sustainable growth and competitive advantage. It provides a clear roadmap that aligns the efforts of your sales team with your company’s overall goals, ensuring that every action taken is purposeful and directed towards driving revenue. Without a modern sales strategy, businesses risk wasting resources on unfocused efforts, losing potential customers, and falling behind in the market.

The key benefits of having a sales strategy include:

• Direction and Focus: A sales strategy provides a clear path for your sales team, helping them focus on high-impact activities and avoid distractions.
• Goal Alignment: It ensures that your sales team’s efforts are in line with the company’s broader business objectives, creating a cohesive approach to growth.
• Efficiency and Productivity: By outlining specific tactics and processes, a sales strategy helps streamline operations, making your sales reps more efficient and productive.
• Competitive Advantage: Having a modern sales strategy allows businesses to identify unique selling points and leverage them to stand out in a crowded market.
• Resource Optimization: A well-defined sales strategy helps allocate resources effectively, ensuring that time, money, and personnel are used optimally.
• Measurement and Improvement: A modern sales strategy provides a framework for tracking progress and measuring sales success , allowing for continuous improvement through regular analysis and adjustments.
• Risk Mitigation: By anticipating potential challenges and planning accordingly, a sales strategy helps mitigate risks and navigate obstacles more effectively.
• Customer Understanding: Having a sales strategy helps your reps foster a deeper understanding of the target audience, enabling more personalized and effective sales approaches.

9 Best Sales Strategies for Effective Selling

In the ever-evolving world of sales, having a variety of strategies at your disposal is crucial for adapting to different markets, customer needs, and competitive landscapes. Effective sales strategies not only drive revenue but also build lasting relationships with customers and enhance the overall performance of your sales team. Here, we explore some of the most impactful sales strategies that can help your business achieve its goals and stay ahead of the competition.

• Solution Selling: Focuses on understanding the customer’s needs and pain points, then providing tailored solutions that address those specific issues. This strategy emphasizes the value and benefits of the solution rather than the features of the product.
• Consultative Selling: Positions the salesperson as a trusted advisor who offers expert advice and guidance. By building a deep relationship with the customer, the salesperson can better understand their needs and provide more relevant solutions.
• Inbound Selling: Leverages content marketing and inbound marketing techniques to attract potential customers. Salespeople engage with leads who have already shown interest in the company’s offerings, making the sales process more efficient and effective.
• Outbound Selling: Involves proactive outreach to potential customers through methods such as cold calling , email campaigns, and social selling . This strategy requires a well-defined target audience and a strong value proposition to capture attention and generate interest.
• Account-Based Selling (ABS): Focuses on targeting high-value accounts with personalized sales and marketing efforts. By treating each account as a market of one, sales teams can develop tailored approaches that resonate with key decision-makers and drive higher conversion rates.
• Social Selling: Utilizes social media platforms to connect with prospects, build relationships, and share valuable content. This strategy helps salespeople establish credibility and trust while reaching a broader audience.
• Challenger Selling: Encourages salespeople to take control of the sales conversation by challenging the customer’s assumptions and providing new insights. This approach positions the salesperson as a thought leader and helps differentiate the company’s offerings.
• Value-Based Selling: Centers around demonstrating the value and ROI of a product or service. Salespeople focus on how the offering can positively impact the customer’s business, often using case studies, testimonials, and detailed ROI calculations.
• Relationship Selling: Emphasizes building long-term relationships with customers based on trust and mutual benefit. This strategy involves consistent follow-ups, personalized communication, and going the extra mile to meet customer needs.

10 Steps for Building a Successful Modern Sales Strategy Plan

Building a successful modern sales strategy plan is crucial for achieving consistent growth and staying competitive in today’s dynamic market. A well-defined plan provides a clear roadmap, aligning your sales team’s efforts with the company’s goals and ensuring that every action taken is purposeful and effective. By following a structured approach, you can create a comprehensive sales strategy plan that drives results and fosters long-term success. Follow these steps to create yours.

• Define Your Sales Goals: Establish clear, measurable, and achievable sales goals that align with your overall business objectives. These goals should be specific, time-bound, and realistic to provide a clear direction for your sales efforts.
• Analyze Your Market: Conduct thorough market research to understand your target audience, industry trends, and competitive landscape. This analysis helps identify opportunities and challenges, allowing you to tailor your strategy to meet market demands.
• Identify Your Ideal Customer Profile (ICP): Define the characteristics of your ideal customers, including demographics, behavior patterns, and pain points. Understanding your ICP helps focus your efforts on high-potential prospects and tailor your messaging to resonate with them.
• Develop Your Value Proposition: Craft a compelling value proposition that clearly articulates the unique benefits and value your product or service offers. This proposition should differentiate you from competitors and address the specific needs of your target audience.
• Create a Sales Process: Design a structured sales process that outlines each stage of the buyer journey, from initial contact to closing the deal. This process should include defined steps, key activities, and criteria for moving prospects through the sales funnel.
• Set Key Performance Indicators (KPIs): Establish KPIs to measure the effectiveness of your sales strategy. These metrics should track critical aspects of your sales performance, such as conversion rates, average deal size, and customer acquisition costs.
• Allocate Resources: Determine the resources needed to execute your sales strategy, including budget, personnel, and technology. Ensure your sales team has the tools and support required to achieve their targets.
• Train and Equip Your Sales Team: Provide ongoing sales training and development to enhance your team’s skills and knowledge. Equip them with the necessary resources, such as sales scripts, presentation materials, and CRM tools, to succeed in their roles.
• Implement Technology and Tools: Leverage technology to streamline and enhance your sales processes. Utilize CRM systems, sales enablement platforms, Digital Sales Rooms , and analytics tools to manage customer relationships, track performance, and gain insights.
• Monitor and Adjust: Regularly review your sales strategy and performance against your goals and KPIs. Be prepared to adjust your plan based on data and feedback to continuously improve and adapt to changing market conditions.

Modern Tools to Level-up Your Sales Strategy

In today’s competitive business environment, leveraging the right tools and technology can significantly enhance a sales team’s effectiveness and efficiency. From managing customer relationships to analyzing sales performance, these tools empower sales teams to streamline processes, make informed decisions, and ultimately close more deals. Here, we explore some of the essential tools and technologies that can help your sales team level up their sales strategy.

• Customer Relationship Management (CRM) Systems: CRM systems like Salesforce, HubSpot, and Zoho CRM help manage and analyze customer interactions and data throughout the customer lifecycle. They provide a centralized platform for tracking sales activities, managing leads, and maintaining customer information, which enhances relationship management and improves sales forecasting.
• Sales Enablement Platforms: Tools like Allego’s sales enablement platform provide sales teams with the resources they need to sell more effectively. These platforms offer sales content management ; sales training; sales coaching solutions, such as Conversation Intelligence ; Digital Sales Rooms for collaborating and managing sales deals, and data analytics to measure seller performance and monitor sales deals. Sales enablement platforms offer a comprehensive solution rather than having to use several disparate tools, improving sales rep efficiency, reducing costs, and improving sales results. In addition, when you integrate your sales enablement platform with your CRM, you can automate sales tasks, improve efficiency, and help your reps personalize their interactions with buyers.
• Marketing Automation Tools: Platforms like Marketo, Pardot, and HubSpot automate marketing tasks such as email campaigns, social media posting, and lead nurturing. By integrating with CRM systems, these tools help align marketing and sales efforts, ensuring a seamless flow of information and better-qualified leads.
• Sales Analytics and Reporting Tools: Tools like Salesforce, Salesloft, and HubSpot Sales Hub provide advanced analytics and reporting capabilities. They help sales teams visualize data, track key performance indicators (KPIs), and gain insights into sales trends and performance, enabling data-driven decision-making.
• Communication and Collaboration Tools: Platforms like Slack, Microsoft Teams, and Zoom facilitate communication and collaboration within sales teams. These tools support real-time messaging, video conferencing, and file sharing, enhancing teamwork and ensuring smooth communication channels.
• Lead Generation Tools: Tools like LinkedIn Sales Navigator, ZoomInfo, and Leadfeeder help sales teams identify and connect with potential leads. They provide valuable data and insights about prospects, enabling sales reps to target the right contacts and build a robust sales pipeline.
• Sales Training Software: Sales training tools such as Allego and Trainual provide interactive training modules, assessments, and performance tracking, ensuring continuous learning and skill enhancement.
• E-Signature Tools: Tools like Adobe Sign and HelloSign allow sales teams to obtain signatures on contracts and agreements electronically. These platforms streamline the signing process, making it faster and more convenient for both sales reps and clients.

The Power of a Well-Executed Modern Sales Strategy

Creating and implementing a successful modern sales strategy is an ongoing process that requires careful planning, execution, and continuous refinement. By understanding the fundamental components of a sales strategy, recognizing its importance, and exploring various effective selling approaches, businesses can craft tailored plans that drive success. Additionally, leveraging modern tools and technologies can significantly enhance the efficiency and effectiveness of your sales team, ensuring they are well-equipped to meet and exceed their targets.

Ultimately, a well-executed modern sales strategy aligns your sales efforts with your company’s objectives, fosters strong customer relationships, and positions your business for long-term growth and profitability. Whether you’re refining an existing strategy or building one from scratch, following the steps outlined and utilizing the right tools will help you create a dynamic and impactful sales strategy plan.

About the author: Erik Fowler is Chief Revenue Officer of Allego where he is responsible for the company’s customer acquisition and sales goals. He has 20 years of sales leadership experience, focused on maximizing sales opportunities through strategic planning and streamlined sales processes.

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Crushing SaaS sales in 2024 — how to craft your team’s winning strategy

Anthony Esposito Senior Account Manager at PandaDoc

Reviewed by:

Keith Rabkin Chief Revenue Officer for PandaDoc

• Copy Link Link copied

Businesses worldwide seek to overcome the limitations of on-premise software and plan to transfer over 60% of their workflows to the cloud by 2025.

Given this, the market for SaaS products is expected to skyrocket alongside cloud adoption.

Where does your SaaS business fit?

Are you looking to enhance enterprise SaaS sales, scale up a medium-sized business, or boost your startup growth?

Remember, the SaaS niche is highly competitive (as a SaaS company with tens of thousands of clients, PandaDoc knows this firsthand), and you need an advantage to take the lead in it. 

Below, we break down how to supercharge your SaaS sales strategy, which model will work best for you, and what tools can help make sales processes more efficient.

Key takeaways

• Startups with a SaaS model attracted 47.6% of all venture capital investments in 2023, evidence of market demand for SaaS solutions.
• There are three common SaaS models — self-service, transactional, and enterprise — that you can leverage based on your business size and goals.
• The SaaS sales cycle can be a quick sprint or a marathon — it all depends on your product type and level of customer engagement.
• Using sales automation software , your sales team can streamline processes and track such crucial metrics as conversion rates, customer acquisition costs, and lifetime value.

What does SaaS sales stand for?

SaaS sales is the art of selling software-as-a-service (SaaS), focused on methods to obtain new customers while retaining/upselling existing ones. 

This new standard delivery model for business intelligence software utilizes cloud-hosted SaaS platforms like Google Workspace , Adobe Creative Cloud, and PandaDoc , allowing users to access and benefit from regularly updated software from any location. 

What makes selling SaaS products different from other types of sales?

Selling SaaS pivots from traditional sales models, and here’s why:

• When your team sells a SaaS product to a customer, they de facto sell a subscription to a product, unlike one-time payments for on-premise software typical in traditional product sales.
• SaaS sales reps prioritize long-term customer relationships and retention, measured by customer churn, while sales teams in other industries often concentrate on acquiring new customers for one-time sales and less on post-sale engagement.
• SaaS sales reps typically offer customers upgrades of subscriptions (upselling) and additional products (cross-selling), while in traditional sales , salespeople have limited opportunities to extend an initial offer after purchase.

Understand the SaaS sales process and lifecycle

Selling SaaS products, your sales team blends strategic actions with tools to enhance engagement and retention. 

The SaaS sales process

The steps to convert leads into paying customers include the following:

• Identify and qualify leads using various channels
• Start initial contact with a potential customer
• Showcase your product, focusing on a subscription-based model
• Understand prospects’ pain points and explain how your product can help solve them
• Offer a trial period and provide case studies to demonstrate your product’s value 
• Provide clear explanations and tips to address any user concerns 
• Negotiate contract terms and close the deal
• Focus on providing excellent customer support and consider cross-selling and upselling options 

Salespeople must fully convey the product’s value, such as its enhanced security, competitive pricing, and integration capabilities .

Reps also use hyper-personalized sales documents like proposals and case studies that adapt to different features, price ranges, and order volumes to provide consistent and accurate information to prospects.

The SaaS sales cycle

Likewise, the length of a SaaS sales cycle will fluctuate. A typical lifecycle will encompass the following:

If you’re in sales, you already know: salespeople handle massive volumes of documents during the entire selling process.

With the help of workflow automation software , your team can streamline their document handling processes, including the automatic drafting, sending, and signing of sales documents.

They can use just one platform that integrates smoothly with top CRM systems, such as Salesforce and HubSpot , to sync sales documents directly with customer data and sales pipelines.

This integration allows salespeople to keep every piece of client communication customized and efficiently tracked.

To ensure that contracts are processed quickly and securely, your team can use real-time collaboration tools and e-signature features.

The combination of tools and features saves time and adds strategic value, improving the number of deals closed.

Choose the right SaaS model for your product

Let’s see how the following three SaaS sales models fit various customer needs.

Self-service model

SaaS platforms like Dropbox or Canva offer easy sign-up and free trials, allowing the product to demonstrate its value directly to a wide range of users, from startups to enterprises, without salesperson involvement.

This model allows the product to speak for itself, demonstrating to users its value.

Transactional sales model

Imagine a SaaS service like a mid-market CRM system.

In this model, a salesperson might reach out to potential clients using video calls or emails to present the product’s benefits and hit the prospect’s inbox with personalized pitches

This model requires a SaaS sales team trained to effectively communicate their product knowledge to prospects and be able to offer the best customization options.

For example, in a CRM system designed for real estate agencies, a salesperson can use advanced analytics to identify hot leads based on data such as the frequency of website visits or interactions with property listings.

Using this information, salespeople can customize video calls to highlight properties that meet the specific interests of prospects. 

Enterprise SaaS sales model

When enterprise-level clients adopt new, custom solutions, this often transforms business processes across their entire ecosystem. 

Picture an international corporation rolling out a new global CRM system to enhance customer interactions across all touchpoints.

Their sales crew can use the CRM’s segmentation tools and tailor their communications to the unique needs and behaviors of different customer segments. 

This strategic personalization helps boost customer satisfaction and loyalty.

Enterprise sales demand a top-tier, synchronized effort of your sales, marketing, and product experts to build long-term relations with customers and foster customer loyalty.

How to run a predictable SaaS sales organization

Running a predictable SaaS organization is just like running a real marathon — it takes dedication during ups and downs in sales volumes.

Here are three techniques to ensure the sturdy growth of your SaaS sales team.  

Solve customer’s pain points

Sales reps should by all means emphasize the value of a product to clients and become well-versed in their prospect’s or client’s needs and ways to resolve them — and keep in mind that nearly half of potential clients will prioritize price when choosing a SaaS product.

Commitment, persistence, and knowledge are key and will help win more deals and turn first-time clients into loyal ones.

Build predictable sales pipelines

Constructing a reliable sales pipeline hinges on three aspects: referrals, marketing campaigns, and targeted prospects.

To master all three, sales reps should flexibly adapt to ongoing clients’ needs, use analytical data to optimize their approaches, and ensure quality content marketing efforts .

Empower your team

Another driver behind an organization’s success is when a team feels like they are decision-makers themselves.

Motivate your employees with support from the ground up, encourage their efforts to include new tools that improve the SaaS sales process, and always promote a positive, productive, and inclusive company culture.

What tech can help with SaaS sales?

Technology is here to assist you and your team! Here are some specific examples of tools and tips you can start implementing today .

Integrate your CRM

When you sync up your CRM , you’re giving your sales team superpowers: they can smoothly access centralized customer data, track interactions with documents — and quickly boost sales efficiency . 

You can join 22,000 clients who have already integrated PandaDoc solutions with CRM platforms like Salesforce and HubSpot to take their sales to the next level.

Adopt e-signature

Using e-signature is crucial to speed up the agreement process.

It helps your sales teams securely send documents for signing electronically , reducing the time to close deals.

Incorporate version history and document tracking

SaaS proposals and contracts undergo numerous revisions, and keeping track of versions is essential.

That’s where document tracking software comes in to provide an audit trail. 

Using the version history feature, both sales teams and customers can stay on the same page — to date, nearly 19,000 PandaDoc accounts keep all their sales documents current, minimize miscommunication, and ease negotiations and approvals.

SaaS sales key metrics to track

Let’s take a look at the core contract performance metrics that will help you measure the return on investment (ROI) of the SaaS sales model you choose.

Elevate your SaaS sales game with PandaDoc

Having a great product is not enough in the SaaS niche — fine-tune your SaaS sales strategies for peak efficiency. 

PandaDoc offers a suite of sales tools meant to supercharge your team’s performance.

With our document repository , you can pull together all your sales documents into a centralized hub to have sales collateral, proposals, and contracts at your fingertips.

Due to the platform’s multiple integrations , you can seamlessly connect your existing solutions with over a dozen popular SaaS products to enjoy automated data entry and ensure a smooth, secure workflow . 

Using professional business templates , your salespeople can create compelling proposals and customize them as per the specifics of each deal. 

Let your team sell more while spending less time on document management tasks.

Connect with us today and schedule a demo to see how our solutions can empower your sales team.  

PandaDoc is not a law firm, or a substitute for an attorney or law firm. This page is not intended to and does not provide legal advice. Should you have legal questions on the validity of e-signatures or digital signatures and the enforceability thereof, please consult with an attorney or law firm. Use of PandaDoc services are governed by our Terms of Use and Privacy Policy.

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2023 Tips for Conferences and Sales Meetings

This article aims to provide you with the best tips for conferences and sales meetings: a toolbox full of insightful tips for planning, conducting, and celebrating the success of your meetings.

Have you ever wondered about the magic behind successful conferences and sales meetings? Well, it’s not just luck; it’s strategy, planning, and execution . These events are the heartbeat of business operations – driving growth, sparking innovative ideas, and paving the path for meaningful relationships, from the conference material to the best catering for business meetings .

More than ever before, a well-orchestrated conference or sales meeting can unlock countless possibilities, ultimately creating a strong ripple effect in your business ecosystem.

Embracing Hybrid Events

The future is here, and it’s hybrid!

The recent surge in remote working and the ongoing effects of the COVID-19 pandemic have accelerated the adoption of hybrid events. These marvelous blends of in-person and virtual meetings are a growing trend, breaking geographical barriers and paving the way for inclusivity.

According to Grand View Research, the global virtual events market size is expected to reach $657.64 billion by 2030.

Our pro tips for conferences and sales meetings that are virtual should be centered around the mantra ‘equal engagement for all.’ Never let your virtual attendees feel like a mere afterthought. Make them feel seen, heard, and appreciated. Live stream your in-person sessions, keep the cameras rolling, ensure crystal-clear audio, and don’t forget to distribute digital materials in advance.

A bit of attention to detail in the physical setup for digital broadcasting can go a long way in elevating the overall experience. Remember, your goal is to build a virtual bridge to your physical event.

Case Studies

• 2023’s HomeDepot & Behr Sales Meeting in Vegas
• 2022 Hybrid Meeting for Behr
• 2021 Virtual Sales Meeting
• Hybrid, Live Streamed XOS Conference
• In-Person All Hands Meeting
• Global Bank’s Hybrid Sales Meeting
• NEOM’s Brand Activation Conference

Learn more about our virtual conference and business meeting services .

Setting Clear Objectives

Charting a clear path for your event is vital. Think of it as your North Star, guiding your event toward its purpose. Defining clear objectives for your conferences and sales meetings is more than just a best practice; it’s an essential strategy.

Clear objectives set the stage for productive discussions, efficient use of time, and meaningful outcomes. Each objective should serve as a compass, aligning with your overall business strategy and driving towards desired results.

Here’s our pro tips for conferences and sames meetings that will help you to nail your objectives.

• Be specific: Don’t leave room for interpretation. Clearly outline what you hope to achieve.
• Make it measurable: Include quantifiable outcomes to evaluate success.
• Ensure alignment: The objectives must align with your broader business goals.

Finally, communicate these objectives effectively to all participants to keep everyone on the same page.

Choosing the Right Technology Platforms

In today’s digital world, the right technology platform is your best ally. The huge range of tools we have, from video call options to platforms to engage your audience, is incredible.

In 2023, Zoom, Microsoft Teams, Google Meet, and WebEx continue to lead the video conferencing market. But your choice of tools should be a perfect fit for your event needs and objectives. There is also the option have working with customized platforms designed around your specific needs.

Research your requirements, consult with your team, and select the most suitable platform for your event.

Engaging and Interactive Presentations

The days of boring PowerPoint slides are long behind us.

Pro tip for planning a conferences or sales meetings:

Passive information absorption is no longer enough; individuals want to engage, interact, and participate. As a presenter, transforming your presentations from passive to active experiences can be a game-changer.

We dive into this in our blog on all hands meeting agenda ideas , but if you’re planning a sales meeting or conference instead of an all hands meeting , read on for tailored ideas.

Harvard Business Review report says that some people prefer a story-based presentation is a testament to this shift. So, how can you craft engaging, interactive presentations?

Adding Multimedia

Using multimedia is like adding vibrant colors to your presentation’s canvas. Pictures, videos, moving graphics, and infographics can make your presentation more pleasing to look at and easier to understand.

• Images: An appropriate image can convey complex ideas quickly and efficiently. Remember the old adage, “A picture is worth a thousand words.”
• Videos: Videos can provide a refreshing break from static slides and keep the audience engaged.
• Animations: Simple animations can highlight key points, illustrate processes, and guide the audience’s attention.
• Infographics: Infographics can simplify complex data into digestible visual formats, making it easier for the audience to comprehend and remember the information.

Weaving a Compelling Narrative

Like shaping the contours of your artwork, a compelling narrative structures your presentation . It guides your audience through your points, making the information more relatable and memorable.  Our best tips for conferences and sales meetings is to start with a strong introduction, pose a problem, present a solution, and finally, conclude with a powerful ending or call to action. Unite the narrative with a creative name that can boost attendance and engage your audience. Find more creative ways to engage your team .

Involve Your Audience

For a truly interactive experience, involve your audience directly in your presentation. This can add another dimension, turning your presentation from a monologue into a dialogue.

• Activities: Incorporating activities can break the monotony and stimulate engagement. This could involve a team activity, a hands-on demo, or a task that involves solving a problem.
• Quizzes: A short quiz can test your audience’s understanding and provide instant feedback. Tools like Kahoot! or Socrative can help you set up live quizzes.
• Live Polls: Live polls can give your audience a voice, making them feel more involved. Services like Slido or Mentimeter allow you to conduct live polls seamlessly.

Efficient Time Management

“Time and tide wait for no man.” This old adage holds true, especially for conferences and sales meetings. Ensuring effective time management is a non-negotiable for a successful event. Start on time, stick to your schedule, and conclude with grace. Learn about how to be more effective with event timelines and run throughs .

After all, according to a survey by Doodle , poorly organized meetings can cost businesses as much as $399 billion!

Here are some golden rules:

• Plan: Allocate time for each activity and stick to it.
• Factor in buffer time: Unexpected delays can happen. Be prepared.
• Time-box discussions: Keep discussions focused and timely.

Networking Opportunities

Networking is the elixir of conferences and sales meetings. It’s more than just gathering business cards; it’s about creating connections, swapping ideas, and establishing beneficial relationships.

As highlighted by the Harvard Business Review , networking plays an integral role in career advancement and business success. Here are some strategies to maximize networking opportunities at your events for both in-person and virtual attendees.

Breakout Rooms for Focused Discussions

Breakout rooms offer a more intimate setting for attendees to delve deeper into specific topics. Here, attendees can participate in focused discussions, share their insights, and build connections with like-minded individuals.

• In-person: Arrange the venue into smaller, designated spaces where participants can gather around specific topics or themes.
• Virtual: Utilize features on platforms like Zoom or Microsoft Teams that allow the creation of virtual breakout rooms where attendees can meet in smaller groups.

Networking Breaks for Casual Interactions

Casual interactions often lead to the most meaningful connections. Schedule networking breaks during your conference or meeting to give attendees a chance to engage informally.

• In-person: Coffee breaks, lunches, or cocktail hours can provide a relaxed environment for attendees to mingle.
• Virtual: Schedule virtual coffee breaks or happy hours where attendees can have informal chats. Tools like Wonder. I can facilitate such virtual mingling.

Interactive Sessions for Collaborations

Interactive sessions provide opportunities for attendees to master the 3 C’s of teamwork .

• In-person: Arrange workshops or team-building activities that require participants to work together, promoting interaction and collaboration.
• Virtual: Use collaborative online tools such as Miro or Google Docs during sessions to facilitate real-time collaboration among virtual attendees.

Leveraging Technology for Networking

For virtual events, networking can be a bit more challenging, but various technologies can help bridge the gap:

• Networking Platforms: Use networking platforms like Hopin or Airmeet, which offer features like ‘speed networking’ where attendees can have quick one-on-one meetings.
• Social Media and Event Apps: Encourage the use of event-specific hashtags on social media, or create an event app to enable attendees to connect and engage with each other during and after the event.

Interactive Q&As and Polls: Use tools like Slido or Mentimeter to facilitate interactive Q&As and live polls during sessions, increasing engagement among attendees.

Measuring Success and Gathering Feedback

A successful event is more than just running it without mistakes; it’s about learning, improving, and growing. Thus, evaluating success and gathering feedback should be integral parts of your event planning.

Use post-event surveys, feedback forms, or even social media chatter to gauge attendees’ experience. Appreciate the positive, learn from the negative, and always strive for improvement.

Preparing for the Unexpected

As an old saying goes, “Plan for the best but prepare for the worst.” Surprising situations can pop up at any time, throwing off your carefully made plans. Thus, having contingency plans in place is crucial.

It might be technical glitches, last-minute speaker cancellations, or sudden changes in schedule, always have a backup plan. A calm mind and a well-prepared plan B can save the day!

Final Thoughts

There you have it: tips for conferences and sales meetings! Your comprehensive guide to orchestrating successful conferences and sales meetings in 2023. With these strategies up your sleeve, you’re all set to host events that inspire, engage, and drive results.

Go ahead! Apply these tips, sprinkle your unique magic, and watch your events transform into memorable experiences.

Incentive Trips with Purposeful ROI

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Macy's misses on q2 sales as it opts to double down on new strategy over buyout deal.

Macy's ( M ) is reporting another quarter of declining sales, a month after turning down a $6.9 billion buyout offer.

On Wednesday, Macy's reported a 3.8% year-over-year decline in net sales to $4.9 billion, missing estimates of $5.06 billion. Same-store sales fell 4%, worse than the expected 0.27% drop. Its stock plummeted over 13% in morning trading.

Adjusted earnings beat Wall Street's expectations by $0.24, coming in at $0.53. CFO and COO Adrian Mitchell told Yahoo Finance the consumer "in discretionary" is still "under pressure" and looking for value.

This report comes after the company ended conversations around a potential buyout bid from one of its shareholders, Arkhouse, and its partner, Brigade Capital Management, on July 15. The offer first became publicly known early last December.

Mitchell said, "There was not enough evidence to indicate that any potential transaction was actionable ... you have to have the financing to do a transaction."

He added that the offer of $24.80 per share was "not compelling" given Macy's potential. The management is now focused on its turnaround strategy, dubbed "A Bold New Chapter."

The offer represented a roughly 60% premium over Macy's share price on Nov. 30, 2023. Mitchell said he's confident the strategy will make Macy's more valuable than the proposal.

The reset of its large real estate portfolio, one of Arkhouse's main targets, is underway. The company is set to announce the first wave of 55 store closures this year, more than the 50 projected earlier this year. It plans to close a total of 150.

"We're getting a lot of traction on real estate monetization," he said. "We had a range originally of $90 [million] to $115 million in asset sale gains this year. We're now improving that outlook ... to approximately $115 million."

In Q2, the company saw $36 million in asset sale gains, and it's forecasting another $30 million of gains in Q3 and $67 million in Q4.

CEO Tony Spring, who took the role this February, introduced "A Bold New Chapter" in Q1. The strategy includes closing underperforming stores, improving remaining "go forward" locations, and investing in digital sales.

Spring said in the release that same-store sales have increased in the first 50 locations that Macy's has prioritized.

In these 50 locations, where the company is testing new strategies, sales increased 0.8% year over year.

"We saw that traffic and conversion in these first 50 Macy's stores were noticeably better than the other stores. When we look at customers, we're seeing a larger number of absolute customers show up in these stores. That's up to the prior year," he said.

Other go-forward stores that did not get an upgrade saw sales decline 3.8%. In the group of stores that it plans to close, sales dropped 6.5%.

Morgan Stanley analyst Alex Straton expects "higher market conviction" when "visibility" on the P&L starts to show from its turnaround plan in mid-2025, following initial store closures and investments in 50 high-performing stores.

Spring told investors on its Q2 earnings call, "please know, we are going to move as fast as we possibly can without tripping on our way to success."

Shares of Macy's are down 22% this year, compared to the S&P 500's ( ^GSPC ) 18% rise.

Macy's Q2 earnings come as shoppers are growing weary of higher costs and remain on the hunt for deals.

Per a report from Placer.ai, Macy's year-over-year monthly visits were down through most of 2024.

"The chain’s weekly foot traffic has remained at or above 2023 levels since the middle of the month [July] — likely spurred by back-to-school shopping and sales," Placer.ai wrote in a post.

Same-store sales for its luxury subsidiary, Bloomingdale's, dropped 1.1%, but sales jumped 2% for its cosmetics chain Bluemercury.

"The reality is that a luxury consumer has the dollars to spend, but is not immune to being discerning about how they're thinking about their spend," Mitchell said. "We have seen some headwinds with regards to some of the more luxury brands."

He said Bluemercury and the beauty business is "a solid category, even with some of the pressures that we're seeing."

UBS analyst Jay Sole said Macy's "structural challenges" will "cause it to lose share to Off-Price retailers, brands, and Amazon."

Discount retailer TJX Companies ( TJX ), the parent company of TJ Maxx, Marshall's, and Home Goods, is set to report Wednesday before the market opens as well.

Merchandise margin increased 210 basis points, driven by lower year-over-year discounts, the company said.

The earnings rundown

Here's what Macy's reported, compared to Wall Street estimates:

Net sales: $4.9 billion versus $5.06 billion

Adjusted EPS: $0.53 versus $0.29

Same-store sales: -4.0% versus -0.27%

Licensed stores: -3.6% versus 0.63%

Company-owned stores: -4.5% versus -1.04%

The company is expecting ongoing pressure in the back half of 2024, lowering its outlook for the year.

It now expects net revenue to come in between $22.1 billion and $22.4 billion, lower than the previously expected range of $22.3 billion to $22.9 billion.

Same-store sales are expected to be down 2% to 5% year over year. It previously expected same-store sales to be in the range of a 1% gain to a 1.5% decline.

Mitchell said the "realization of second quarter sales results" and the "need to navigate the uncertainty that we see with regards to discretionary spending" was the reason behind the lowered outlook.

Spring said some of they key indicators the team is watching includes inflation, potential rate cuts, jobless claims, discretionary spending, and consumer optimism. He said the team is also "focused predominantly on our health of our inventory levels [and] the compelling nature of our marketing campaigns."

Heading into the holiday, Spring said the company feels "really good" about its product assortment with "more newness" than a year ago, hinting at "exclusive partnerships at both Macy's and Bloomingdale's" that he can share more of next quarter.

"We're being highly sensitive to the change in weather trends. So we have a broader range of product ideas than just cold weather categories... we got 5 less shopping days between Thanksgiving and Christmas. We certainly have an election in there," he said when asked about the back half of the year.

Brooke DiPalma is a senior reporter for Yahoo Finance. Follow her on X at @ BrookeDiPalma or email her at [email protected].

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Your Guide to B2B Digital Marketing in 2024

Nathan Thompson

Nathan is a revenue-focused marketing leader. By day he manages Demand Gen right here at Copy.ai, by night he enjoys family time in the Rocky Mountains!

Introduction

B2B companies need to adapt their marketing strategies to stay ahead and drive growth. As more B2B buyers turn to online channels for research and decision-making, digital marketing has become essential for reaching target audiences, generating leads, and boosting sales and ROI.

In this guide, we'll dive into B2B digital marketing, exploring the latest strategies, tools, and trends shaping the industry in 2024. Whether you're a seasoned marketer or just starting out, you'll gain valuable insights and actionable tips to navigate the complex B2B marketing landscape and achieve your business goals.

By the end of this post, you'll be equipped with the knowledge and skills needed to create a winning B2B digital marketing strategy that drives results and positions your company for long-term success. So, let's get started by defining what B2B digital marketing is and why it matters.

What is B2B Digital Marketing?

B2B digital marketing isn't just a buzzword—it's the backbone of any savvy marketing strategy. As businesses pivot online, B2B companies must harness digital channels to effectively reach their target audience.

So, what exactly is B2B digital marketing? It's the art of using digital channels to promote products or services to other businesses. Think content marketing, email marketing, social media marketing, SEO, PPC advertising, and more. The mission? Attract, engage, and convert potential business customers through a myriad of online touchpoints.

Unlike B2C marketing, which woos individual consumers, B2B digital marketing zeroes in on decision-makers within companies. These folks are the gatekeepers of procurement and wield the purchasing power for their organizations. Your strategies need to resonate with their unique needs, challenges, and buying behaviors.

In the B2B realm, digital marketing is your Swiss Army knife for building brand awareness, generating leads, nurturing relationships, and driving sales. With most B2B buyers doing their homework online before making a purchase, a robust digital presence is non-negotiable. You need to serve up valuable, informative content that hits their pain points and meets their needs.

The shift to remote work and virtual interactions has only amplified the importance of B2B digital marketing. With face-to-face meetings and trade shows on the decline, digital channels have become the go-to for connecting with potential customers and showcasing your offerings. By leveraging these strategies, B2B companies can effectively engage their audience, no matter where they are.

The perks of B2B digital marketing are plentiful. Implementing effective digital strategies allows B2B companies to:

Benefits of B2B Digital Marketing

Implementing B2B digital marketing strategies can be a game-changer for businesses aiming to expand their online presence and drive sales. Leverage digital channels and tactics, and B2B companies can effectively reach and engage their target audience, nurture leads, and ultimately boost revenue.

One standout benefit of B2B digital marketing is increased brand visibility and reach.

Targeted content marketing, search engine optimization (SEO), and social media marketing can improve online visibility and attract more qualified leads. According to a recent study, B2B buyers have increased their online spending by 45% , underscoring the growing importance of digital channels in the B2B purchasing process.

Another major advantage is the ability to build trust and credibility with potential customers.

Create valuable, informative content that addresses the pain points and challenges faced by B2B buyers, and companies can establish themselves as thought leaders in their industry. This fosters trust and positions the business as a go-to resource for solutions and expertise.

B2B digital marketing also enables more precise targeting and personalization.

With access to data and analytics, marketers can gain deeper insights into their target audience's behavior, preferences, and purchasing patterns. This information allows for the creation of highly targeted and personalized marketing campaigns, increasing the likelihood of conversion and customer loyalty.

Moreover, digital marketing offers cost-effectiveness and measurable results.

Compared to traditional marketing methods, digital channels often require lower investment while providing more granular tracking and reporting capabilities. This allows B2B businesses to optimize their marketing efforts based on real-time data, ensuring a higher return on investment (ROI).

Now that we've explored the benefits of B2B digital marketing, let's dive into the key components that make up a successful strategy.

Key Components of B2B Digital Marketing

B2B digital marketing is a treasure trove of strategies and tactics designed to reach, engage, and convert your target audience in the digital realm. To nail a comprehensive B2B digital marketing plan, you need to master the key components that drive success in this field.

Here are the primary pillars of B2B digital marketing:

• Content Marketing: Crafting and sharing valuable, relevant, and consistent content to attract and retain a clearly defined audience, ultimately driving profitable customer action. Think of it as storytelling with a purpose.
• Email Marketing: Using targeted, personalized email campaigns to nurture leads, build relationships, and guide prospects through the sales funnel. It's like sending a friendly nudge to your future customers.
• Social Media Marketing: Harnessing social media platforms to boost brand awareness, engage with your target audience, and drive traffic to your website or landing pages. It's your digital handshake.
• Search Engine Optimization (SEO): Tweaking your website and content to climb the ranks in search engine results pages (SERPs), attracting more qualified traffic to your site. It's like giving your website a VIP pass.
• Pay-Per-Click (PPC) Advertising: Running targeted, paid advertising campaigns on search engines and other digital platforms to drive immediate traffic and conversions. Think of it as your digital megaphone.

Each of these components is a crucial cog in a well-oiled B2B digital marketing machine. Mastering and integrating these tactics can amplify your online presence, connect you with your target audience, and ultimately drive more leads and sales. In the following sections, we'll dive deeper into each of these key components, exploring best practices, tools, and strategies for success. Spoiler alert: Copy.ai will be your new best friend.

1. Content Marketing

Content marketing is the secret sauce in B2B digital marketing strategies. It's all about crafting and sharing valuable, relevant, and consistent content to captivate and retain a specific audience, ultimately driving profitable customer action.

In the B2B world, content marketing's mission is to educate, inform, and engage potential customers, positioning the brand as a thought leader and trusted industry resource. This strategy nurtures leads, builds relationships, and guides prospects through the sales funnel with the finesse of a seasoned tour guide.

Here's the lowdown on key aspects of B2B content marketing:

• Blogging : Regularly publishing informative blog posts on topics that matter to your target audience, showcasing your company's expertise and providing real value.
• Whitepapers and eBooks : Creating in-depth, research-based content that tackles industry challenges and offers solutions, often gated behind a lead capture form for that sweet, sweet contact info.
• Case Studies : Highlighting real-world examples of how your products or services have helped clients hit their goals, building credibility and trust faster than you can say "ROI."
• Webinars and Videos : Hosting live or pre-recorded educational sessions, product demos, or expert interviews to engage your audience and offer interactive learning experiences.
• Infographics : Turning complex information or data into visually appealing and easily digestible formats, making it more shareable on social media and other platforms.

For a deep dive into creating an effective B2B content marketing strategy, check out our comprehensive guide on B2B Content Marketing .

Consistently delivering high-quality, targeted content allows B2B companies to attract, engage, and convert their ideal customers while also building long-term brand loyalty and advocacy.

2. Email Marketing

Email marketing is the unsung hero of B2B digital marketing strategies. It’s the trusty sidekick that nurtures leads, builds relationships with prospects, and keeps existing customers coming back for more. B2B email campaigns are all about delivering the goods—think industry insights, case studies, and product updates—to help recipients make informed decisions and build trust in your brand.

When diving into B2B email marketing, segmentation is your secret weapon. Break down your email list by job title, industry, and where they are in the buyer's journey. This way, you can serve up content that hits the mark for each recipient's unique needs and interests. Personalization isn’t just a buzzword here; it’s the magic ingredient that helps you connect with your audience and boost engagement rates.

Automation is another powerhouse in B2B email marketing. Setting up automated email sequences lets you nurture leads and guide them through the sales funnel without breaking a sweat. Picture this: a series of onboarding emails for new subscribers or follow-up emails after a prospect shows interest in your product. Automation not only saves time but also ensures your email marketing is consistent and timely.

To keep your B2B email marketing sharp, stay on top of the latest trends and best practices. Considering recent B2B content marketing trends , personalization, automation, and interactive content are the top strategies for success.

3. Social Media Marketing

Social media platforms are a goldmine for B2B companies looking to connect with their target audience, build brand awareness, and drive traffic to their websites. Create and share valuable content, engage with followers, and run targeted ad campaigns to effectively leverage social media and supercharge your digital marketing strategy.

Focus on the platforms where your target audience hangs out the most. For many B2B companies, LinkedIn, Twitter, and Facebook are the go-to spots. LinkedIn is the holy grail for B2B marketing, offering a space to connect with industry pros, share thought leadership content, and showcase your products or services.

To crush it with B2B social media marketing, develop a content strategy that aligns with your overall marketing goals. Share blog posts, industry news, infographics, case studies, and other content that your audience will find valuable. And don't forget about social media advertising—reach a highly targeted audience based on job title, industry, and company size.

Influencer marketing is another ace up your sleeve. Partner with industry thought leaders and influencers to expand your reach, build credibility, and drive engagement. This can take many forms, like sponsored content, social media takeovers, and co-branded campaigns.

Track key metrics like engagement rates, website traffic, lead generation, and conversion rates to measure the success of your B2B social media marketing efforts. Regularly analyze and optimize your strategy based on these metrics to continually improve your results.

4. SEO and PPC

Search Engine Optimization (SEO) and Pay-Per-Click (PPC) advertising are the dynamic duo of a successful B2B digital marketing strategy. SEO boosts your website's visibility and ranking in organic search results, while PPC places ads on search engine results pages (SERPs) to drive targeted traffic straight to your site.

For B2B companies, SEO is your magnet for potential customers actively searching for your products or services. Optimize your website content, structure, and technical elements to climb those search engine rankings and attract more qualified traffic. This means diving into keyword research, crafting high-quality content, building backlinks, and ensuring your site is mobile-friendly and lightning-fast.

PPC, on the flip side, lets B2B marketers place laser-targeted ads in front of potential customers searching for specific keywords related to their offerings. Platforms like Google Ads and LinkedIn Ads allow for highly targeted campaigns based on job title, industry, company size, and location. By selecting the right keywords, crafting compelling ad copy, and optimizing landing pages, B2B companies can drive high-quality leads and conversions through PPC.

Combining SEO and PPC is like having your cake and eating it too. B2B companies can dominate search results for their target keywords and drive more qualified traffic to their website. Plus, tools like Copy.ai's GTM AI Platform can help B2B marketers better understand their target audience and optimize their SEO and PPC efforts for maximum impact.

To make the most of SEO and PPC in B2B digital marketing, develop a comprehensive strategy that aligns with your business goals and target audience preferences. Set clear objectives, allocate resources wisely, and continuously monitor and optimize campaigns based on performance data.

How to Implement B2B Digital Marketing

Creating a killer B2B digital marketing strategy isn't just crucial—it's your golden ticket to success. Let's dive into the steps to craft a plan that aligns perfectly with your business goals and hits the bullseye with your target audience:

• Define your target audience: Pin down your ideal customer profile (ICP) and whip up buyer personas that mirror your target audience. Think demographics, job titles, pain points, and buying behaviors—get into their heads!
• Set clear goals and objectives: Nail down what you want to achieve with your digital marketing. Whether it's boosting brand awareness, generating leads, nurturing prospects, or driving sales, make sure your goals are SMART (Specific, Measurable, Achievable, Relevant, Time-bound).
• Conduct a competitive analysis: Spy on your competitors' digital marketing moves—check out their websites, content, social media, and ad campaigns. Spot their strengths and weaknesses to carve out your unique edge.
• Choose the right channels: Pick the digital marketing channels that vibe with your target audience and goals. Whether it's content marketing, email marketing, social media, SEO, PPC, or beyond, go where your audience hangs out online.
• Develop a content strategy: Plan content that hits your audience's sweet spots at every stage of their journey. Think blog posts, whitepapers, case studies, webinars, and more. Make sure it's valuable, relevant, and SEO-friendly.
• Leverage marketing technology: Invest in the right tools to streamline your efforts and measure success. A well-oiled GTM AI Platform like Copy.ai can work wonders. Think CMS, CRM software, marketing automation tools, and analytics platforms.
• Allocate resources and budget: Figure out the resources and budget you'll need. This might mean internal staff, external agencies, freelancers, and ad spend. Prioritize based on potential impact and ROI.
• Measure and optimize performance: Keep tabs on your digital marketing campaigns using KPIs like website traffic, lead generation, conversion rates, and revenue. Use these insights to tweak and optimize for even better results.

Follow these steps, and you'll craft a B2B digital marketing strategy that propels your business forward. Stay nimble, adapt as needed based on market trends, customer feedback, and performance data, and don't forget to enjoy the ride!

Best Practices and Tips

To maximize your B2B digital marketing mojo, dive into these best practices and tips:

• Define your target audience: Nail down your ideal customer profile and craft buyer personas to grasp their pain points, challenges, and goals. This lets you tailor your marketing messages and strategies to hit home with your target audience.
• Develop a content strategy: Whip up a content strategy that syncs with your business objectives and your audience's needs. Focus on creating valuable, informative, and engaging content that tackles their challenges and positions your brand as a thought leader in your industry.
• Leverage account-based marketing (ABM): Roll out an ABM approach to zero in on high-value accounts most likely to convert. Personalize your content, messaging, and outreach to engage key decision-makers within these accounts. Effective account planning is a crucial skill in B2B sales and marketing.
• Optimize for search engines: Make sure your website and content are search engine optimized to boost visibility and attract organic traffic. Conduct keyword research, create SEO-friendly content, and build high-quality backlinks to climb the search rankings.
• Nurture leads with email marketing: Craft targeted email campaigns to nurture leads and guide them through the sales funnel. Offer valuable content, personalized deals, and timely follow-ups to build trust and spark conversions.
• Engage on social media: Establish a vibrant presence on relevant social media platforms to engage with your target audience, share valuable content, and build brand awareness. Dive into industry discussions, answer questions, and showcase your expertise to cement your thought leadership.
• Measure and analyze performance: Regularly track and analyze your digital marketing performance using tools like Google Analytics, marketing automation platforms, and CRM systems. Monitor key metrics such as website traffic, engagement rates, lead generation, and conversion rates to spot areas for improvement and fine-tune your strategies.

Follow these best practices, keep tweaking your approach, and you'll effectively reach and engage your B2B audience, generate high-quality leads, and drive business growth.

Common Mistakes to Avoid

Navigating the world of B2B digital marketing? Let's steer clear of the common pitfalls that can derail your success. One colossal blunder is failing to align your marketing and sales teams. Misalignment across GTM teams can create inconsistent messaging, missed opportunities, and ultimately, lost revenue.

Here are other frequent missteps in B2B digital marketing:

• Skipping the step of defining a clear target audience
• Creating content that lacks value and relevance
• Neglecting SEO optimization
• Overlooking mobile-friendly design
• Underestimating the power of social media for B2B engagement
• Not utilizing marketing automation tools
• Ignoring performance metrics analysis

Avoiding these mistakes can help B2B marketers craft digital strategies that drive engagement, generate leads, and build enduring customer relationships.

Tools and Resources

Ready to supercharge your B2B digital marketing strategies? We've got a treasure trove of tools and resources to help you do just that. Think AI-powered solutions that automate and optimize your marketing efforts, and comprehensive software platforms crafted specifically for B2B marketers.

In this section, we’ll explore some of the most powerful AI tools and software solutions that can elevate your B2B digital marketing game. From content creation and lead generation to analytics and optimization, these tools streamline your processes, save you time, and deliver stellar results.

Buckle up as we dive into the exhilarating world of AI tools for B2B marketing.

AI Tools for B2B Marketing

Artificial intelligence (AI) is shaking up the marketing world, and B2B companies are riding the wave. AI tools can streamline and optimize various aspects of B2B digital marketing, from content creation to lead generation and customer engagement. Buckle up, because here are some AI tools that can supercharge your B2B marketing efforts:

• Conversational AI : Chatbots and virtual assistants powered by AI can engage with potential customers 24/7, answering questions, providing personalized recommendations, and guiding them through the sales funnel. Tools like Drift and Intercom offer conversational AI solutions tailored for B2B businesses.
• Content Creation AI : AI-powered content creation tools can generate high-quality, engaging content for your B2B audience. These tools assist with everything from blog post ideas and outlines to social media posts and email subject lines. Copy.ai's GTM AI Platform offers a suite of AI-powered content creation tools specifically designed for go-to-market teams.
• Predictive Analytics : AI-driven predictive analytics tools analyze vast amounts of data to identify patterns, predict customer behavior, and optimize marketing strategies. These insights help B2B marketers make data-driven decisions, personalize their approach, and improve ROI. Tools like 6sense and Leadspace specialize in predictive analytics for B2B marketing.
• AI-Powered ABM : Account-based marketing (ABM) is a popular strategy in B2B, and AI makes it even more effective. AI-powered ABM tools identify high-value accounts, personalize content and messaging, and orchestrate multi-channel campaigns. Demandbase and MRP Prelytix are examples of AI-driven ABM platforms.
• Sales Intelligence AI : AI supports B2B sales teams by providing actionable insights and automating repetitive tasks. Sales intelligence tools like Gong and Chorus use AI to analyze sales calls, identify best practices, and coach reps to improve performance.

Leverage these AI tools to streamline your efforts, personalize your approach, and drive better results. Choose the right tools for your specific needs and integrate them seamlessly into your overall marketing strategy.

Software Solutions

Let's dive into some software solutions designed to turbocharge your B2B marketing efforts:

• Customer Relationship Management (CRM) software: Think Salesforce, HubSpot, and Zoho. These platforms help you manage customer interactions, track leads, and analyze data to fine-tune your marketing and sales strategies. It's like having a super-organized personal assistant who never forgets a detail.
• Marketing Automation software: Tools like Marketo, Pardot, and ActiveCampaign take over the repetitive stuff—email campaigns, social media posting, lead nurturing—so you can focus on the big picture. It's like having a robot butler who handles all the mundane tasks with precision.
• Content Management Systems (CMS): Platforms such as WordPress, Drupal, and Shopify let you create, manage, and publish digital content without needing a degree in computer science. Whether it's a blog, website, or e-commerce store, these tools make it as easy as pie.
• Analytics and Reporting software: Google Analytics, Mixpanel, and Kissmetrics are your go-to for understanding website traffic, user behavior, and campaign performance. They turn data into actionable insights, so you can make decisions based on facts, not hunches.
• AI for Sales : AI-powered sales tools are game-changers. They automate and optimize lead generation, qualification, and sales forecasting using machine learning algorithms. It's like having a crystal ball that helps you predict and improve sales performance.

Leverage these tools to streamline your marketing efforts, gain valuable insights, and drive stellar results.

Frequently Asked Questions (FAQs)

What’s the difference between b2b and b2c digital marketing.

B2B digital marketing is all about building relationships with other businesses, while B2C digital marketing targets individual consumers. Think of B2B as a marathon with longer sales cycles, higher price points, and more complex decision-making processes compared to the sprint of B2C.

How can I measure the success of my B2B digital marketing efforts?

Key performance indicators (KPIs) for B2B digital marketing include website traffic, lead generation, conversion rates, customer acquisition costs, and customer lifetime value. Analytics tools are your best friends here—track these metrics and tweak your strategies like a maestro fine-tuning a symphony.

What types of content work best for B2B digital marketing?

Effective B2B content includes whitepapers, case studies, webinars, industry reports, and thought leadership articles. These gems demonstrate your expertise and provide value to your target audience. Focus on content that addresses the specific challenges and needs of your B2B customers, and you'll be their go-to guru.

How can I generate high-quality leads through B2B digital marketing?

To generate high-quality leads, create targeted content, optimize your website for search engines, leverage social media, and use paid advertising to reach your ideal customers. Offer valuable resources, such as e-books or webinars, in exchange for contact information to build your lead database. It's like fishing with the juiciest bait.

What role does AI play in B2B digital marketing?

AI can automate and optimize various aspects of B2B digital marketing, such as lead scoring, personalization, content creation, and ad targeting. AI-powered tools can analyze mountains of data to provide insights and recommendations for improving your marketing strategies. Think of AI as your tireless, data-crunching sidekick.

How often should I update my B2B digital marketing strategy?

Review and update your B2B digital marketing strategy regularly, at least every quarter. This ensures it aligns with your business goals and adapts to changes in the market or customer behavior. Continuously monitor your KPIs and make data-driven decisions to keep your strategy as fresh as a morning cup of coffee.

Final Thoughts

In this comprehensive guide, we've delved into the essential aspects of B2B digital marketing, from grasping its significance to implementing effective strategies and leveraging cutting-edge tools. We’ve dissected the key components of a successful B2B digital marketing plan, including content marketing, email marketing, social media marketing, SEO, and PPC.

Develop a well-structured strategy, follow best practices, and avoid common mistakes to elevate your B2B digital marketing efforts and drive meaningful results for your business. Continuously monitor, analyze, and optimize your campaigns to stay ahead of the competition and adapt to the ever-changing digital landscape.

To further enhance your B2B digital marketing efforts, leverage the power of AI with Copy.ai's GTM AI Platform . This innovative solution can help you automate and optimize various aspects of your marketing strategy, from content creation to lead generation, enabling you to save time, resources, and achieve better results.

Take the first step towards mastering B2B digital marketing by implementing the strategies and best practices outlined in this guide. If you have any questions or need further assistance, reach out to our team of experts. Start your journey to B2B digital marketing success today!

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A winning go-to-market strategy: sales growth and sustainable success.

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Netrix Global CEO | High-Tech Exec | Go-To-Market Leader | Public and Private Company Board Member | Children's Science Center Board.

Every enterprise needs to grow sales and achieve a competitive edge regardless of its size or industry. The key to unlocking this growth is a detailed go-to-market strategy. The companies that thrive, regardless of market turbulence, are the ones whose sales strategies are well defined and well executed.

Defining The Right Target

Your ideal customer profile (ICP) is based on criteria such as company size, industry, challenges and current solutions. By identifying your ICP, you focus your marketing and sales efforts toward those most likely to convert into loyal customers. By focusing on your ICP, you direct your resources more efficiently, ensuring your sales and marketing efforts yield higher returns.

As markets evolve, so too should your ICP. Regularly revisiting and refining this profile ensures you remain aligned with the changing needs of your market.

Standing Out In A Crowded Market

The core of any successful enterprise is its unique value proposition. This isn't just about what you offer but why it matters. If your sales and marketing teams are not crystal clear on why your product is unique, then there is no way your customers will be able to decipher your value. Your unique value proposition should resonate with your ICP, addressing specific pain points or needs they have. You must ensure that your marketing message and your sales team’s training are in sync.

I’ve seen many examples where the product team believes they have one value proposition, the marketing team is pitching a different one and the sales team is not articulating either.

Your Customers’ Alternatives Are Essential To Understand

Know your competition. Especially in the fast-paced tech industry, you must make a concerted effort to know your customers' alternatives and why they should choose your solution. You need to understand more than just who your competitors are but a deeper understanding of the solutions they provide. It’s about understanding the gaps, the unique niches and the unmet needs. Create a clear map of the competitive landscape. Identify direct competitors, potential market entrants and even non-traditional competitors.

This insight enables you to position your offerings better and capitalize on market gaps. Stay on top of your competitive analysis to ensure you stay ahead and can pivot when necessary.

Broadening Your Reach

It's about creating awareness, sparking interest and capturing attention. By understanding the needs, aspirations and pain points of your ICP, you can tailor your initial communications to resonate. Before you can sell, potential customers need to know you exist. Effective marketing, branding and outreach efforts ensure you're on their radar.

Engage potential customers with valuable content and interactions, gradually nurturing them down the funnel. Whether it's social media, content marketing or direct outreach, identify which channels are most effective for your target audience and double down.

Guide Opportunities Through The Stages

Tracking deals through the pipeline is critical to increasing your close rates and keeping customer satisfaction at its highest level during the sales cycle. Your prospects understand that if there are delays or hassles during the sales cycle, the relationship may never get better once the deal is closed. Utilize CRM systems and other tracking tools to monitor the status of every deal, ensuring no opportunity slips through the cracks.

By meticulously tracking each activity and next step, you can ensure your team gets the necessary assistance if a deal hits a roadblock. Identify any stage in the pipeline where prospects tend to drop off and refine your approach to improve conversion rates.

Turn Sales Activity Into Productivity

Just because your sales organization is busy does not mean it is productive. Getting caught up in the hustle and staying busy without driving actual results is easy. Ensure every sales activity, whether a call, meeting or presentation, has a clear goal and purpose and is logged into your CRM system. If it’s not in the system, management cannot review it to help coach the sales team to increase win rates.

Sales enablement is often overlooked or even avoided. Equip your sales team with the training and tools they need to be more productive in their outreach and follow-ups. Regularly assess which activities yield the best results and adjust your strategy accordingly.

Deliver On Your Promise

All too often, companies pitch something they cannot deliver. In the competitive landscape of business, the temptation to overpromise is real. But true success lies in building and maintaining trust. Companies that consistently uphold their promises gain customer loyalty and secure a sustainable competitive edge. Prioritize long-term relationships over quick wins and remember that genuine commitments, transparency and exceeding customer expectations are the cornerstones of lasting success.

It's about making promises and fulfilling them with unwavering integrity.

Every Outcome Offers A Lesson

Continuously learn from your wins and losses. Post-mortems on deals, win or lose, provide invaluable insights. They highlight what worked, what didn't and where there's room for improvement.

After each sale, successful or not, conduct a review to understand what worked and what didn't. Get direct customer feedback from those you won and those you didn't. Their insights are invaluable. Use the insights gathered to refine your go-to-market strategy, ensuring you're always improving.

Adaptability Drives Success

The true mark of successful sales leadership is adaptability. Be ready to pivot your strategy based on the feedback and insights you gather. Your sales team is on the front lines. Regularly consult them to gather insights and make informed adjustments to your approach. Remember, a go-to-market strategy isn't a one-time blueprint; it's a dynamic plan that evolves with your business and the market.

Driving sales growth is about more than just increasing numbers. It's about creating a comprehensive, dynamic strategy that aligns with the market, understands your customers, delivers on your promise and continually refines your approach based on feedback. By following the steps outlined above, businesses can ensure they aren't just chasing sales but setting the foundation for sustainable, long-term growth.

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Cava CEO Brett Schulman talks strategy as food chain beats Q2 earnings

Brett Schulman talks Mediterranean cuisine with the passion of a convert. In early 2009, Schulman, then the COO of a company later acquired by snack giant Utz, started helping three men in Maryland’s DC suburbs keep their local Greek restaurant afloat. Eventually, they asked Schulman if he would join the business as its fourth partner.

“Let me ask my wife,’” Schulman replied. “That’s a career change.”

Roughly 15 years later, Cava is a Wall Street favorite after going public with one of the hottest IPOs of 2023. On Thursday afternoon, Cava gave investors fresh reason to cheer after it released second quarter earnings that came in above analyst expectations.

The company reported revenue of $231.4 million, compared to $219.5 million expected, up 35% from the same quarter last year. Earnings per share came in at $0.17, beating expectations by four cents. Quarterly net income almost reached $20 million, compared to $14.8 million expected and up from $6.5 million last year.

Schulman told Fortune he’s especially proud of increases in traffic and same-store sales of 9.5% and 14.4%, respectively. The numbers stick out as traditional fast-food giants like McDonalds experience sluggish sales with customers seeking options healthy for their body and wallet.

Few restaurant stocks have come close to keeping pace with Cava since it went public at $22 per share last June. Shares nearly doubled on the first day of trading and have soared nearly 140% since, trading above the $100 mark before the announcement.

“I think what’s been really gratifying is the receptivity we’ve had as a public company,” Schulman said, “and the acknowledgement of the public markets of all the hard work our team has put in the last 14 years.”

Cava plans further expansion

When Schulman first visited the founders’ full-service restaurant in Rockville, Md., he was struck by the diverse patronage—some diners dressed up, others wore backwards baseball caps—and fell for the food.

Developing the menu into a fast-casual format, he believed, would satisfy the changing pallets of consumers. Almost 60% of Cava’s customers, according to a recent company presentation , are Gen Z or millennials.

“They don’t want to make compromises or restrictions,” Schulman said. “They want their flavor, and they want their health too.”

With consumers seeking value and wary of high prices, Schulman said Cava can offer both a healthy quick stop or an affordable meal out. The company recently boosted its protein offerings by offering steak and is adding more comfortable seating and greenery inside its restaurants.

“We’re seeing trade down from traditional casual dining, trade up from traditional [quick service restaurants] and trade over from legacy fast-casual players,” he said.

The chain’s footprint keeps expanding. The company added 18 new restaurants last quarter and now plans to open 54 to 57 this year, up from 50 to 54 in previous guidance. Currently, the company has 341 establishments primarily scattered across the East Coast, Southwest and Southern California. It wants to open 1,000 by 2032, Schulman said.

Achieving scale, however, is a constant balancing act. Doing it with restaurants, he likes to say, is not the same as it is as with a software-as-a-service firm (also known as SaaS .)

“It takes a lot of great people, a lot of great training and process and systems and infrastructure,” Schulman said.

To ensure it has leaders to open restaurants in new markets, the company established a feeder program to identify and train its most talented general managers. It’s also looking to assist them with Gen AI, piloting a system that tracks the service line and can tell staff how much food to prep and cook at a given time.   

Schulman said Cava hopes the initiative can help mitigate waste and free staff to focus on hospitality. Call it the AI boom meeting the Mediterranean revolution.

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Working together, we can reimagine medicine to improve and extend people’s lives.

Key Account Manager, Haematology - South West

About the role.

Location: This is a large territory in the South West of England & South Wales. Please note this role requires the successful candidate to live on the territory and have the right to work in the UK. Visa or relocation support are not available for this role.

Key responsibilities: • Develop business plans and implement related activities like customer events, sales & marketing campaigns, sales presentations necessary to achieve agreed objectives • Accountable for achieving agreed sales, productivity and performance targets within agreed budgets and timescales • Provide Key Account/Hospital network support, market access support, including referral networks • Gain a deep understanding in the Haematology specialist area and priority products • Maintain and enhance knowledge of products, product strategy, positioning, key messages, programs, company developments, customers, and competitors • Achieve agreed contact, coverage and frequency targets through various communication channels • Ensure customer satisfaction and best in class customer relationship • Contribute positively to the Sales and Marketing team through co-operative relationships and collaborative efforts to achieve team and company objectives • Provide input into effective use of promotional funds and territory sales forecasting

Commitment to Diversity & Inclusion:

We are committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.

Requirements: • Experience working in a UK Pharmaceutical Company in a commercial role • Commercial and sales aptitude and desire to drive for results • Strong communication and selling skills • Engaging customer centric approach • Patient centric outlook • Collaborative and has proven success with cross functional working • Specialist knowledge from Haematology sales role is desirable • Bringing an existing knowledge of the area with contacts and relationships from the territory would be highly beneficial Why Novartis? Our purpose is to reimagine medicine to improve and extend people’s lives and our vision is to become the most valued and trusted medicines company in the world. How can we achieve this? With our people. It is our associates that drive us each day to reach our ambitions. Be a part of this mission and join us! Learn more here: https://www.novartis.com/about/strategy/people-and-culture You’ll receive: Competitive salary, Sales incentive bonus, Pension scheme, Share purchase scheme, Health insurance, 25 days annual leave, Flexible working arrangements, subsidized dining facilities, Employee recognition scheme, learning and development opportunities. Join our Novartis Network: If this role is not suitable to your experience or career goals but you wish to stay connected to learn more about Novartis and our career opportunities, join the Novartis Network here: https://talentnetwork.novartis.com/network

Why Novartis: Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting and inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together? https://www.novartis.com/about/strategy/people-and-culture

Join our Novartis Network: Not the right Novartis role for you? Sign up to our talent community to stay connected and learn about suitable career opportunities as soon as they come up: https://talentnetwork.novartis.com/network

Novartis is committed to building an outstanding, inclusive work environment and diverse teams' representative of the patients and communities we serve.

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Yekaterinburg city, Russia

The capital city of Sverdlovsk oblast .

Yekaterinburg - Overview

Yekaterinburg or Ekaterinburg (Sverdlovsk in 1924-1991) is the fourth most populous city in Russia (after Moscow, St. Petersburg, and Novosibirsk), the administrative center of the Ural Federal District and Sverdlovsk Oblast.

This city is one of the country’s largest transport and logistics hubs, as well as an important industrial center. It is unofficially called the “capital of the Urals.”

The population of Yekaterinburg is about 1,493,600 (2022), the area - 468 sq. km.

The phone code - +7 343, the postal codes - 620000-620920.

Ekaterinburg city flag

Ekaterinburg city coat of arms.

Ekaterinburg city map, Russia

Ekaterinburg city latest news and posts from our blog:.

26 May, 2020 / Unique Color Photos of Yekaterinburg in 1909 .

2 December, 2018 / Yekaterinburg - the view from above .

21 November, 2018 / Abandoned Railway Tunnel in Didino .

4 December, 2017 / Stadiums and Matches of the World Cup 2018 in Russia .

3 January, 2017 / Ekaterinburg, the Capital of the Urals: Then and Now .

More posts..

News, notes and thoughts:

4 April, 2011   / Free travel on new high-speed trains should allay fans' fears about long journey to Ekaterinburg - the most far-flung city on Russia's list of sites for 2018 World Cup. Let's hope the train will not break down in the middle of nowhere.

1 February, 2011   / Today is the 80th anniversary of the birth of Boris Yeltsin, the first president of Russia. President Medvedev today unveiled a monument to Yeltsin in his home city Ekaterinburg. First one in Russia.

History of Yekaterinburg

Foundation of yekaterinburg.

The territory along the Iset River, which served as a convenient transport route from the Ural Mountains deep into Siberia, has long attracted settlers. The oldest of the currently discovered settlements on the territory of present Yekaterinburg was located next to the Palkinsky Stone Tents rock massif and dates back to the 6th millennium BC.

From the 7th-3rd centuries BC, ancient metallurgists who mastered the smelting of copper lived in this settlement. Copper figures of birds, animals, people, arrowheads, various household items were found here. Later they learned how to make iron products. All discovered settlements were destroyed as a result of fires, possibly during raids of the conquerors.

The territory occupied by present Yekaterinburg became part of Russia in the middle of the 17th century. At that time, it had practically no permanent population. The first Russian settlements were founded in the second half of the 17th century. At the beginning of the 18th century, the first ironworks were built here.

In the spring of 1723, by decree of Emperor Peter I, the construction of the largest iron-making plant in Russia began on the banks of the Iset River. Construction began on the initiative of Vasily Tatishchev (a prominent Russian statesman). He was supported by Georg Wilhelm de Gennin (a German-born Russian military officer and engineer), on the initiative of which the fortress plant was named Yekaterinburg in honor of Empress Catherine I (Yekaterina in Russian), the wife of Peter I.

More Historical Facts…

The historic birthday of Yekaterinburg is November 18, 1723. On this day, a test run of the plant equipment was carried out. Its main products included iron, cast iron, and copper. In 1725, the Yekaterinburg Mint began production on the territory of the fortress and became the main producer of copper coins in the Russian Empire. Until 1876, it produced about 80% of the country’s copper coins. In the 1720s, the population of Yekaterinburg was about 4,000 people.

Yekaterinburg - one of the economic centers of the Russian Empire

In the middle of the 18th century, the first ore gold in Russia was discovered in this region, which was the beginning of the gold industry in the country. As a result, Yekaterinburg became the center of a whole system of densely located plants and began to develop as the capital of the mining region, which spread on both sides of the Ural Range.

In 1781, Catherine II granted Yekaterinburg the status of a county town in the Perm Governorate. The population of the town was about 8,000 people. In 1783, the town received a coat of arms depicting an ore mine and a melting furnace, which symbolized its mining and metallurgical industries (similar images are depicted on the current coat of arms and flag of Yekaterinburg).

In 1783, the Great Siberian Road was opened - the main road of the Russian Empire that passed through Yekaterinburg. It served as an impetus for the transformation of Yekaterinburg into a transport hub and a center of trade. Thus, Yekaterinburg, among other towns of the Perm Governorate, became the key town for the development of the boundless and rich Siberia, the “window to Asia”, just as St. Petersburg was the Russian “window to Europe.”

In 1808, the Yekaterinburg plant was closed, and the history of the town entered a new stage related to the development of a large regional center with a diversified economy. At the beginning of the 19th century, the gold mining industry flourished. At the same time, deposits of emeralds, sapphires, aquamarines, diamonds, and other precious, semiprecious, and ornamental stones were discovered in the Urals. Yekaterinburg became one of the world centers for their artistic processing.

After the abolition of serfdom in 1861, the mining industry of the Urals experienced a severe crisis, a number of plants were closed. In 1878, the first railway was constructed across the Urals and connected Yekaterinburg with Perm. In 1888, the Yekaterinburg-Tyumen railway was built, and in 1897 - the railway to Chelyabinsk, which provided access to the Trans-Siberian Railway. Yekaterinburg became a major railway junction, which contributed to the development of the local food industry, especially flour milling. In 1913, the population of Yekaterinburg was about 69,000 people.

Yekaterinburg in the first years of Soviet power

On November 8, 1917, Soviet power was established in Yekaterinburg. On April 30, 1918, the last Russian emperor Nicholas II and his family members with a few servants were transported from Tobolsk to Yekaterinburg. They were placed in the “House of Special Purpose”, the mansion of engineer Nikolai Ipatiev requisitioned for this purpose, and transferred under the supervision and responsibility of the Ural Regional Soviet.

In July 1918, units of the White Siberian army approached Yekaterinburg, under this pretext the leadership of the Ural Regional Soviet decided to shoot the imperial family. On the night of July 16-17, 1918, it was done in the basement of the Ipatiev House.

10 days later, units of the Czechoslovak Legion entered Yekaterinburg. Over the next 12 months, it was under the control of anti-Bolshevik forces. On July 14, 1919, the Red Army reoccupied the city. Soviet authorities and the Yekaterinburg Province with a center in Yekaterinburg were restored. In 1920, the population of the city was about 94,400 people.

The political center of the Urals moved from Perm to Yekaterinburg. In 1923, Yekaterinburg became the administrative center of the vast Ural Oblast, which in size exceeded the territory of the present Ural Federal District of Russia. In 1924, the city council decided to rename the capital of the new region to Sverdlovsk - in honor of Yakov Sverdlov, a Bolshevik party administrator and chairman of the All-Russian Central Executive Committee.

Sverdlovsk - a Soviet industrial giant

During the years of Stalin’s industrialization, Sverdlovsk was turned into a powerful industrial center. The old factories were reconstructed and new large factories were built, including giant machine-building and metal processing plants. In 1933, the construction of the future flagship of Soviet engineering (Uralmash) was completed. The population of Sverdlovsk grew by more than 3 times, and it became one of the fastest growing cities in the USSR.

January 17, 1934, Ural Oblast was divided into three regions - Sverdlovsk Oblast with a center in Sverdlovsk, Chelyabinsk Oblast with a center in Chelyabinsk, and Ob-Irtysh Oblast with a center in Tyumen. By the end of the 1930s, there were 140 industrial enterprises, 25 research institutes, 12 higher educational institutions in Sverdlovsk. In 1939, the population of the city was about 425,500 people.

Along with other Ural cities, Sverdlovsk made a significant contribution to the victory of the USSR in the Second World War. In total, more than 100,000 residents of the city joined the Red Army. 41,772 people didn’t return from the war: 21,397 - killed in battles, 4,778 - died from wounds in hospitals, 15,491 - went missing, 106 - died in prisoner of war camps.

Sverdlovsk became the largest evacuation point, more than 50 large and medium enterprises from the western regions of Russia and Ukraine were evacuated here. During the war years, industrial production in Sverdlovsk grew 7 times.

After the war, this city became the largest center for engineering and metalworking in Russia. During the Cold War, Sverdlovsk, as a key center of the defense industry, was practically closed to foreigners. In 1960, in the sky above the city, Soviet air defense shot down the U-2 spy plane of the US manned by Francis Gary Powers.

On January 23, 1967, a millionth resident was born in the city and Sverdlovsk became one of the first Russian cities with a population of more than 1 million people. In 1979, Sverdlovsk was included in the list of historical cities of Russia.

On October 4, 1988, a serious accident occurred at the Sverdlovsk railway station. The train carrying almost 100 tons of explosives rolled downhill and crashed into a coal freight train. An explosion occurred, aggravated by the proximity of a large warehouse of fuels and lubricants. The funnel at the site of the explosion had a diameter of 40-60 meters and a depth of 8 meters, the shock wave spread 10-15 kilometers. The explosion killed 4 people at the station and injured more than 500 people. About 600 houses were severely damaged.

Yekaterinburg - one of the largest cities of the Russian Federation

On September 4, 1991, the Sverdlovsk City Council of People’s Deputies decided to return the city its original name - Yekaterinburg. The population of the city was about 1,375,000 people. The restrictions on foreign visitors to the city were also lifted, and soon the first consulate general was opened here - the United States of America (in 1994).

The transition to a market economy led to a reduction in production at industrial enterprises, inert giant plant found themselves in a particularly difficult situation. In 1991, the construction of the television tower was stopped. The city was flooded with chaotic small retail trade in temporary pavilions and markets. These years were the heyday of organized crime, Yekaterinburg became one of the “criminal capitals” of Russia. The economic situation began to improve by the end of the 1990s.

In 2000-2003, the Church on Blood in Honour of All Saints Resplendent in the Russian Land was built on the site of the Ipatiev House in Yekaterinburg. In 2008-2009, the Koltsovo Airport was reconstructed. In June 15-17, 2009, SCO (Shanghai Cooperation Organization) and BRIC (Brasilia, Russia, India, China) summits were held in Yekaterinburg.

In 2015, the Presidential Center of Boris Yeltsin, the first president of Russia, was opened in Yekaterinburg. On March 24, 2018, the abandoned unfinished television tower was dismantled. It was the tallest building in the city (almost 240 meters) and became one of the symbols of Yekaterinburg. 4 matches of FIFA World Cup 2018 were played in Yekaterinburg.

Today, Yekaterinburg is the largest center of attraction not only of Sverdlovsk Oblast, but also of the surrounding regions. By some socio-economic indicators, this city ranks third in Russia, after Moscow and St. Petersburg. Along with the development of trade and business, the city lost the status of the country’s largest industrial center.

On the streets of Yekaterinburg

Soviet-era apartment buildings in Yekaterinburg

Author: Alex Kolm

In the central part of Yekaterinburg

Author: Serg Fokin

Yekaterinburg street view

Author: Krutikov S.V.

Yekaterinburg - Features

Yekaterinburg is located in the floodplain of the Iset River on the eastern slope of the Middle Urals in Asia, near its border with Europe, about 1,800 km east of Moscow. Since the Ural Mountains are very old, there are no significant hills in the city.

This relief was a favorable condition for the construction of the main transport routes from Central Russia to Siberia (the Siberian Route and the Trans-Siberian Railway) through Yekaterinburg. As a result, it has become one of the most strategically important centers of Russia, which still provides a link between the European and Asian parts of the country.

Yekaterinburg is located in the border zone of temperate continental and continental climates. It is characterized by a sharp variability in weather conditions with well-defined seasons. The Ural Mountains, despite their low height, block the way to the masses of air coming from the west from the European part of Russia.

As a result, the Middle Urals is open to the invasion of cold Arctic air and continental air of the West Siberian Plain. At the same time, warm air masses of the Caspian Sea and the deserts of Central Asia can freely enter this territory from the south.

That is why the city is characterized by sharp temperature fluctuations and the formation of weather anomalies: in winter from severe frosts to thaws and rains, in summer from heat above plus 35 degrees Celsius to frosts. The average temperature in January is minus 12.6 degrees Celsius, in July - plus 19 degrees Celsius.

The city has a rather unfavorable environmental situation due to air pollution. In 2016, Yekaterinburg was included in the list of Russian cities with the worst environmental situation by this indicator. Car emissions account for more than 90% of all pollution.

Yekaterinburg ranks third in Russia (after Moscow and St. Petersburg) in the number of diplomatic missions, while their consular districts extend far beyond Sverdlovsk Oblast, and serve other regions of the Urals, Siberia, and the Volga region.

In terms of economy, Yekaterinburg also ranks third in the country. It is one of the largest financial and business centers of Russia. The main branches of production: metallurgical production and metalworking, food production, production of electrical equipment, electronic and optical equipment, production of vehicles, production of machinery and equipment, chemical production.

Almost all types of urban public transport are presented in Yekaterinburg: buses, trolleybuses, trams, subways, taxis. Yekaterinburg is the third largest transportation hub in Russia: 6 federal highways, 7 main railway lines, as well as Koltsovo International Airport, one of the country’s largest airports. The location of Yekaterinburg in the central part of the region allows you to get from it to any major city of the Urals in 7-10 hours.

Yekaterinburg has an extensive scientific and technical potential, it is one of the largest scientific centers in Russia. The Presidium and about 20 institutes of the Ural Branch of the Russian Academy of Sciences, 66 research institutes, and about 30 universities are located here.

This city is a relatively large tourist center. A significant part of tourists visit it to honor the memory of the last Russian emperor and his family killed by the Bolsheviks in the basement of the Ipatiev House in 1918.

There are about 50 different museums in Yekaterinburg. One of the world’s largest collections of constructivist architectural monuments has been preserved here. In total, there are over 600 historical and cultural monuments in the city, of which 43 are objects of federal significance. The City Day of Yekaterinburg is celebrated on the third Saturday of August.

Interesting facts about Yekaterinburg

• It was founded by the decree of the first Russian Emperor Peter I and the last Russian Emperor Nicholas II was shot here;
• In 1820, the roof of the UK Parliament building in London was made of roofing iron produced in Yekaterinburg;
• Ural steel was used in the construction of the Eiffel Tower in Paris;
• Ural copper was used in the construction of the Statue of Liberty in New York;
• During the Second World War, Sverdlovsk was the center of broadcasting in the USSR;
• Equipment for the world’s deepest borehole (Kola Superdeep Borehole, 12,262 meters) was produced in Yekaterinburg;
• Boris Yeltsin, the first president of Russia, began his political career in Yekaterinburg;
• Minor planet #27736 Yekaterinburg, discovered by the Belgian astronomer Eric Elst on September 22, 1990, was named in honor of this city;
• Two most northern skyscrapers in the world are located in Yekaterinburg: the Iset residential tower (209 m) and the Vysotsky business center (188 m), they are the tallest buildings throughout Russia east of Moscow.

Pictures of Yekaterinburg

Yekaterinburg city view

Author: Andrey Zagaynov

Modern architecture in Yekaterinburg

Author: Yury Baranov

The territory of the central stadium of Yekaterinburg before reconstruction

Author: Sergey Likhota

Main Attractions of Yekaterinburg

Sevastyanov House - a palace of the first quarter of the 19th century built in the architectural styles of pseudo-Gothic, Neo-Baroque, and Moorish traditions and painted in green, white, and red tones. Today, it is the most beautiful building in Yekaterinburg and one of its symbols. The house stands on the promenade of the Iset River, very close to the city dam. Lenina Avenue, 35.

“Plotinka” - the dam of the city pond on the Iset River built in the 18th century. From an architectural point of view, it is an ordinary bridge. However, it is of particular importance for the residents of Yekaterinburg since the construction of the entire city started from this place. Today, this is the main place for festivities in Yekaterinburg. Lenina Avenue.

Observation Deck of the Business Center “Vysotsky” - an open-air observation deck on the 52nd floor at an altitude of 168 meters. From here you can enjoy the views of all of Yekaterinburg. On the second and third floors of this skyscraper there is the memorial museum of Vladimir Vysotsky - a singer, songwriter, and actor who had an immense effect on Soviet culture. Malysheva Street, 51.

Vaynera Street - the central avenue of Yekaterinburg, the so-called “Ural Arbat”. One of its parts from Kuibysheva Street to Lenina Avenue is a pedestrian street. This is one of the oldest streets in Yekaterinburg laid in the middle of the 18th century. Along it, you can see merchant mansions, shops, administrative buildings, most of which were built in the late 19th and first half of the 20th centuries.

Rastorguev-Kharitonov Palace (1794-1824) - one of the most valuable architectural manor and park ensembles in Yekaterinburg, an architectural monument of federal significance built in the classical style and located in the city center. Karla Libknekhta Street, 44.

Church of the Ascension (1792-1818) - one of the oldest churches in Yekaterinburg located next to the Rastorguev-Kharitonov Palace. This beautiful building combines the features of baroque, pseudo-Russian style, and classicism. Klary Tsetkin Street, 11.

Yeltsin Center - a cultural and educational center dedicated to the contemporary history of Russia, as well as the personality of its first president, Boris Yeltsin. The museum dedicated to his life is one of the best museums in Russia. Borisa Yeltsina Street, 3.

Yekaterinburg Museum of Fine Arts - the largest art museum in the Urals housed in two buildings. This museum is best known for its unique collection of Kasli art castings and the world-famous Kasli cast iron pavilion - a participant in the 1900 Paris World’s Fair.

The following collections can also be found here: Russian paintings of the 18th - early 20th centuries, Russian avant-garde of 1910-1920, Russian porcelain and glass of the 18th - 20th centuries, Russian icon painting of the 16th-19th centuries, Western European art of the 14th-19th centuries, stone-carving and jewelry art of the Urals, Zlatoust decorated weapons and steel engraving. Voevodina Street, 5; Vaynera Street, 11.

Museum of the History of Stone-Cutting and Jewelry Art . A unique collection of this museum consists of gem minerals, works of jewelers and stone-cutters of the Urals, and products created at the Ural lapidary factory. The museum has Malachite and Bazhov halls, the Emerald Room, and several exhibition galleries where visitors can see works made of colored stone and metal created by local artists. Lenina Avenue, 37.

Sverdlovsk Regional Museum of Local Lore . At first, its collection consisted of four departments: mineralogical, botanical, zoological, and paleontological. Later, numismatic, ethnographic, and anthropological sections were added. Today, there are more than 700 thousand exhibits here. Lenina Avenue, 69/10.

Museum of the History of Yekaterinburg . This museum occupies a historic building of the 19th century. In addition to the main exhibition, you can see the wax figures of Peter the Great, Catherine II, Nicholas II, the Ural manufacturers Demidov, and the founders of Yekaterinburg.

Old Railway Station of Yekaterinburg - one of the most beautiful and picturesque buildings in the city built in 1878. In 2003, after a large-scale reconstruction, the Museum of the History of Science and Technology of the Sverdlovsk Railway was opened here. Vokzal’naya Ulitsa, 14.

Yekaterinburg Circus . Visible from a lot of points of the city, the building of the Yekaterinburg Circus is known for its amazing dome consisting of trellised openwork semi-arches, which is not typical for circuses in Russia. 8 Marta Street, 43.

White Tower (1929-1931) - a former water tower 29 meters high located at a certain distance from the center of Yekaterinburg, an architectural monument of Constructivism. Today, it is used as a cultural site. Bakinskikh Komissarov Street, 2?.

Keyboard Monument - a contemporary art object made on a scale of 30:1 in 2005. This 16x4 meter concrete keyboard consists of 104 keys spaced 15 cm apart. From here the famous tourist route “Red Line” begins (a self-guided tour of the historic city center). The monument is located on the embankment of the Iset River next to the House of the Merchant Chuvildin (Gorkogo Street, 14A).

Ekaterinburg city of Russia photos

Places of interest in yekaterinburg.

Sculpture of talking townspeople in Yekaterinburg

Author: Pichugin Mikhail

Old buildings in Yekaterinburg

Author: Andrew Golovin

Wooden Church of the Holy Martyr Arkady in Yekaterinburg

Author: Kutenyov Vladimir

Street transport of Yekaterinburg

Tram in Yekaterinburg

Author: Andrey Permyakov

Bus in Yekaterinburg

Author: Per Heitmann

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