Sales is an art, but it requires a scientific approach. Regardless of what you may have been told, however, it is not a “numbers game.” In fact, it is not a game at all.
• You need good people, ‘hunters’ and ‘farmers’, working together with a clear understanding of the market and your products and services.
• They need a strong, clear message, and to be able to adapt that message to suit different situations.
• They need the right structure and culture in which to work and thrive, develop and succeed.
• They need to follow the right processes through the modern sales cycle, from lead generation to closing – not seek out short cuts.
• They need to nurture and develop strong and lasting client relationships.
• Marketing and sales must be joined at the hip, supporting and relying on each other.
