Why do people buy from you?
People buy when they see the value or ROI for them and trust who they are buying it from.
Remember this and you are half way to success
Sales & Marketing Strategy
This is the fun part, ensuring first that the business objectives are agreed, only then can a strategy be created. This needs to be a sales and marketing strategy, detailing the addressable market, market goals, expected outputs, positioning and forecasts. Ideally I like a long term strategy that is then reviewed and refined each year. This process needs many people to have an input, as many people will be delivering it.
See my blog on sales and marketing strategy
Sales Methods
Options are varied here although I like to play around with ideas before working on and testing the chosen methods. It's not always one method, it all depends on the sales strategy.
Reviewing and refining the method needs to be carried out and needs to be agreed with by those who are involved in delivering it. See my blog on sales methods
New Business & Account Development
New business sales and account management have different objectives and methods but the rule is the same, customers first. It's important to separate out these two roles but vital to have them working hand in hand together.