Sales in a Box - A 5-Step Approach to Build a Sales Strategy
What is Sales-in-a-Box?
- Creating your unique messaging using the "99 Questions" technique
- Easily build and manage content based on your messaging strategy
- Deploy your content to websites, blogs, social media and channels
- Design a proven sales customer dialogue for making sales calls
- Learn sales management techniques that turn conversations into more revenue
Get the Details - My Sales-in-a-Box Presentation
You can get an annotated copy of my Sales-in-a-Box presentation with documented notes that describe all the steps, tools and techniques.
Sales-in-a- Box Components
Listed below are the key components I describe in my presentation, along with links to the various sites and tools.
The New Rules of Marketing & PR
The New Rules of Marketing & PR: David Scott Meerman, 3nd edition. . : John Wiley & Sons, Hoboken, N.J. c2011. ISBN:9781118026984
How it's Used: The New Rules of Marketing & PR to profile the key buyer roles within your customers. This book has excellent and sometimes controversail ideas for how to build and manage maketing and PR channels. Lots of good how-to information. I primarily use this for the marketing strategy elements, but there is a ton of great info and insights! Check out the numerous other free items Scott offers on his website for download.
Download the Marketing Strategy Tool by clicking here.
Here you can find all the tools and resources I discuss in the presentation.
CustomerCentric Selling: Michael T. Bosworth, John R. Holland, and Frank Visgatis. 2nd edition. McGraw-Hill,New York , c2010. ISBN:9780071637084
How it's Used: Use CustomerCentric selling to discover how to conduct sales conversations with your marketing content. See Solution Development, Sales Ready Messaging, Success Stories, Solution Development Prompters.
A great online introductory tutorial on CustomerCentric Selling can be found by clicking here.
The Challenger Sale: Taking Control of the Customer Conversation: Matthew Dixon and Brent Adamson. Portfolio|Penguin, New York, NY. c2011. ISBN: 9781591844358
How it's Used: The Challenger Sale is the new "best practice" approach to developing, executing and managing sales conversations with current and potential customers. Focus especially on the concept of commerical teaching, which is the technique I discuss in my presetation about how you can use your key competitive differentiators to teach the customer something they didn't know about their business. I also recommend you look at the sections on managing sales people's conversations. This is an element I heavily emphasize in the presentation: you must manage the conversation your sales people have and you should go on sales calls to hear them.