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A Scalable and Flexible Sales Strategy is Critical for Long-Term Success

 
August 04, 2016


By Laura Stotler, Telemarketing Software Contributing Editor


Scalability is an integral part of any business strategy today. Technology must be scalable and flexible in a service-driven, on-demand economy, and this is particularly true when applied to sales and marketing strategies. A one-size-fits-all approach to sales and telemarketing is neither practical nor effective in an ever-fluctuating and evolving business landscape.


Flexibility and scalability are great concepts, in theory, but become much more challenging in practice. In fact, one of the greatest challenges faced by growing businesses is being able to scale their sales and marketing strategies to accommodate additional products and services as well as a growing sales force and customer base. The key to a scalable selling strategy is to build a reliable sales team with direct and proven customer relationships.

Sales methodologies should be an accurate reflection of company values and goals, and team members need to understand those goals to be effective. By incorporating a few proven sales methodologies, organizations can ensure their sales strategies are elastic and scalable and able to keep up with company growth and maturity. The key is flexibility and not committing to nor relying on a lone sales methodology to accommodate a growing and changing company.

One of the most conventional sales standards is target account selling, through which agents attempt to convert small customers into larger or more permanent buyers. The methodology is particularly appealing because it breaks down the sales cycle into small components, all of which may be tracked and managed automatically through Salesforce.

Another flexible approach is the value selling framework, which creates a map of the customer lifecycle using historical buying processes. This is a more in-depth approach to sales, requiring careful documentation and qualification throughout the entire sales process. Solution selling is another popular approach, well suited for complex sales of products and services. This methodology offers deeper insights into buyers and is inherently scalable and flexible to keep up with changing technology and business climates.

Conceptual selling is concentrated on the buying process and managing all parties involved in decision making. This approach pitches a concept rather than a single solution to the buying team in an attempt to tailor what is being sold to the specific needs of the buying organization. Customercentric selling takes this a step further, treating the sales staff as collaborative consultants and advisors to their customers. Meetings, decisions and other important milestones within the sales lifecycle are all scheduled around the customer’s wants and needs.

The handful of sales methodologies mentioned exemplifies some of the approaches needed to create a scalable and flexible sales strategy. Businesses need to keep their customers’ needs at the forefront of their approach, and need to be able to change and fine-tune their strategies to match a specific sales situation. By retaining an open and elastic philosophy when it comes to sales strategy, organizations will have a much better chance of closing a deal and keeping all parties involved satisfied throughout the process.




Edited by Alicia Young



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