The session was amazing and we received more than 500 questions from the attendees, so we decided to put together a Q&A session with Gerardo, also available on YouTube, to answer them and offer you a summary of the keys to Lean Sales to optimize sales processes.
How do you create a Lean sales plan?
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The first steps to creating a successful lean sales plan are:
1. Define what you want to achieve within your sales plan
“A mistake that almost all of us make when we make a New Year's plan is to base it on a forecast, that is, on the sales projection that we are going to have, based on what we sold this year. This worked very well in the nineties, but now that we have so much information about the market, it is extremely important that we make our forecasts oriented to determine if there is a market that really needs the service or product that we are selling.”
In this sense, it is good to start by defining which market you want to target, what your customer profile is and what problem you want to solve, and then move on to making a sales plan based on that.
2. Identify your unique value proposition
If you have done good market research, you may already have a clear idea of what your value proposition is . If not, focus on identifying it, because your marketing campaign depends on it.
“In order to design a digital marketing campaign that generates solid opportunities for you, it is important that the message you send to your audience resonates with them.”
3. Launch marketing campaigns to attract that new market
Your goal should be to get customers to seek you out, that is, to generate overseas chinese in worldwide data demand instead of selling your product or service cold, and to achieve this:
“Marketing and sales plans need to be linked. In fact, it is a mistake to separate these areas when they should be working together.”
But to understand how this demand is generated, you have to be clear about the concepts of “pull” and “push”.
What do “Pull” and “Push” mean in sales?
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The push strategy is one in which the seller pursues cold sales opportunities and “pressures” potential customers to offer them something without any prior demand on their part.
“Most companies that are still working without demand generation take huge databases and call prospects who are not expecting that call because there was no request.”
Today, this push or outbound approach to the customer is generating very few visits and sales closures.
“In the world we live in, new buyers only search when they want something and usually do research before asking a salesperson for information. So this push creates even more contraction in the sales process.”
The opposite strategy is pull, in which you create a very specific demand for a certain type of market and the client is the one who asks you for the information. A well-known pull methodology is inbound marketing.
“For example, if I am dedicated to developing software for a specific manufacturing process, I can create a marketing campaign highlighting the particular problem I want to solve within an industry.
