Sales Strategy

In times of increasingly rapid change processes in global markets, acutely accelerated by the drastic events in the wake of the Corona pandemic, companies should increasingly ask themselves these questions. The strategies of customer added value and product life cycle also have an important influence on new business and aftersales and thus on the long-term success of your company. The starting point of any sales strategy is the objective in one or several market segments. Should the focus be on increasing market share or, for example, on increasing profitability?

Clarity about the objectives for a sales strategy

The decisive factor for a sales strategy is clarity about the objectives, because this leads to different strategies. This clarity then applies accordingly to the sub-areas of market cultivation in corresponding target segments, channel management, positioning, the portfolio and, last but not least, the pricing model.

However, good sales strategies from the own management often fail due to too timid or missing implementation. Often a good strategic concept from upper management is weakened by a lack of activity in implementation and by the particular interests of individual managers. This leads to a lack of focus and a loss of productivity in sales organisations. It is therefore important that all strategic sales activities are focused and implemented in a timely manner so that corporate goals are achieved.

Sales strategy and market situation

We know that an incorrect strategy or one that is not adapted to the current market situation leads to a creeping loss of margins and, in the long term, to significant business losses.

It is imperative that you counteract this. Use your strengths, observe your competition and work on a concept for your existing customers with their wishes of tomorrow and for potential new customers. In this way, you can also create added value in the acquisition of new customers as a company and with your products, which will bind them to them in the long term!

Developing a sales strategy or reviewing it according to the current market conditions is our tool of the trade. It is not “rocket science”, but the right answers to the key question:

• What (product, service) are we selling?
• To whom (target group) are we selling?
• Which arguments (creation of added value) are used?
• Under what conditions (price and discount systems) do we sell?
• How (sales channel, distribution) do we bring the product to the customer?

We develop market entry strategies, portfolio strategies, new business models and discuss various brand positioning and pricing options with you. This also includes the international analysis of sales markets.

Advantages of a well thought-out sales strategy:

• Assertiveness against the competition in the market
• Marketing measures can be better implemented
• Better personnel planning and cost reduction in the long term
• High customer satisfaction