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Sales

7 Steps to setup for Selling Success

Jacco van der Kooij

Written by Jacco van der Kooij

Founder, Winning by Design

3 MINUTE READ

In the old days setting yourself up for selling success was as simple as getting a phone book, picking up the phone and smile & dial. The only decision you had to make was whether to start at A or Z! The Modern Seller takes a more measured, comprehensive approach.

Here is a quick guide of what the steps you need to take to set yourself up for selling success. I will be going into each of these further in the coming weeks.

1. Identify your ideal target companies

If you are lucky your company might may have already done this for you, but we will help you identify your prospective customers and build a list with the relevant data to enable you to sell effectively. Even if your company does provide you with a list you need to narrow your focus to focus your effort for maximum return.

2. Build your ideal customer profiles

In the B2B world it is the company that ultimately pays the bills but it is the individuals within that company who are going to make that purchase decision. If you have segmented your target companies well you will find that your ideal customers are going to have similar persona’s across companies whether they decision makers, influencers or users.

We are going to help you to build an Ideal Customer Profile (ICP) which, once built, will enable you to  scale your selling activities and build a baseline to continually test and improve your customer engagements

3. Set strategic goals

Now that you have identified your ICP and identified preferred channels of engagement you can start to identify the actions that form the leading metrics to your success.. Having a clear understanding of how your activity is going to impact your goals helps give you a clear picture what is required for success and another baseline to drive effectiveness and continual improvement.

4. Build trust online

With today’s buyers researching the sellers as much as we research them it is important to build your own online reputation. As mentioned earlier posts authenticity and empathy are key to build trust in the connection economy, so we are going to show build out your LinkedIn Profile. Remember, the aim isn’t to be incredible online sales, you just have to be credible!

5. Create a content map

As we explored in this post, buyers are more likely to purchase if you facilitate their problem solving process with the right content. So that you don’t have to send out the search party every time you need to share some content and  identify any gaps we are going to give you the tools to map your content to the customer journey

6. Align your time

When you are looking at the year, week and days of selling ahead it is important to align yourself with your customer to ensure you optimise your activities for the best chance of success. Are you customers affected by the financial year planning cycle? Do they spend most of their days in meetings? Maybe they spend Sunday afternoon aligning for the week ahead. By aligning with the customer you are going to give yourself the best chance to succeed.

7. Clear the decks

There are so many distractions in today’s selling environment so it is important to remove any distractions to give yourself the best chance to succeed. This doesn’t just involve putting your phone in airplane mode or cleaning your desk but requires you to ruthlessly cull dead opportunities from your CRM, de clutter ‘tasks’ from your daily work flow and maniaclly protect your time.

Ok, it’s time to get down to business. Look out for my next post on building your Ideal Company Targets

Happy Selling!

P.s. if you would like to a deeper dive on any of these topics, don’t hesitate to contact me on andy@winningbydesign.com.

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