5 Key Strategies for 2010…

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The past year has proved challenging for
some sales and marketing organisations, but others have seized the
opportunity to rethink their plans, out-execute their competitors and
win market share.  Our own observations, backed up by the latest
research from the likes of McKinsey, Stanford, the HBR, CSO Insights and others, have identified 5 strategies that seem to be particularly relevant as we enter 2010. 

These
strategies are already enabling top-performing teams to eliminate
wasted effort, increase revenue predictability, and improve the return
on their sales and marketing investments.  We’re pleased to share them
with you here, in the hope they might prove relevant to your own
situation:

IDENTIFY Your Most Valuable Prospects

The
most successful organisations have made a point of systematically
identifying the common characteristics of their most promising
prospects, and have focused their sales and marketing efforts on
targeting them. Learn more about identifying your most promising prospects here… 

ADDRESS Their Most Important Issues

Once you have identified
your most valuable prospects, you can turn your attention to their most
important issues – the ones that they cannot afford not to deal with –
and show how your capabilities can address them. Learn more about understanding your prospects’ most important issues here

FACILITATE Your Prospects’ Buying Process

The top performers
have been able to sell and market smarter.  They understand how and why
their prospects choose to buy, and focus their sales and marketing
activities on facilitating their prospects’ buying process. Learn more about facilitating your prospects’ buying process here

INSIST On Evidence-Based Pipeline Management

This past year, fewer than 50% of forecasted
deals actually closed on time and at the expected value.  But
organisations that implemented an evidence-based approach to pipeline
management did significantly better than their peers. Learn more about evidence-based pipeline management here

MOTIVATE and Reward Appropriate Behaviour

The
top-performing organisations have been able to implement thoughtful
incentive schemes that align all employees around common goals and
motivate and reward appropriate behaviour throughout the workforce. Learn more about motivating and rewarding appropriate behaviour here

 

How do these strategies align with your own priorities for 2010?  We’d love to hear from you.  By the way, we’ve captured some of the key implications in a 15-point checklist which you can download here.

Let me know how you get along…

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