1. Inside Sales Series Ten ideas to help you develop a successful sales plan for 2014

2. David Malone Trainer| Speaker | Consultant www.evolve.ie

3. You have just ended a tough sales year. You worked hard and have survived / thrived in a tough economy. But the last of the festive holiday season has now passed. It’s the new year …. Time to get back on the sales job! As Shakespeare might put it- “The king is dead! Long live the new king!”

4. It’s the end of week one Jan 2014 ! And then it hits you. Last year’s sales figures are now consigned to the history –time to hit the reset button... it’s back to zero again !

5. But how can you surpass last year’s efforts? …. Time to put your thinking hat on!

6. I could wait for my existing clients to re-order and bring in a large slice of my annual sales target?

7. That could be stressful … they may have budget restrictions this year

8. I could do a direct mail campaign and wait for the phone to ring?

9. I’m all for taking proactive steps but will the phone ring often enough with this option? …This idea might never fly!

10. I could double my efforts and work harder and faster than ever before?

11. Might work! … However, I would also like a life!

12. Time for some fresh thinking?

13. Here are 10 ideas to help you develop a successful sales strategy for this year

14. Select sectors where you already have credibility

15. Prospect where the odds are in your favour already. Pick sectors where you have … A proven track record More expertise of their world An extensive contact base People who can provide you with introductions

16. Develop relationships with representative organizations in that sector

17. That could be A Professional body Or A trade association (Example: If you sell to Retail - Retail Excellence Ireland) (Example: If you sell to HR Managers - Chartered Institute of Personal Development –C.I.P.D.) or

18. Consider ……… Writing for their publication Giving speeches at their seminars Provide resources for their website But do this

19. Leverage Client relationships – where those clients are well networked

20. How can you find out how well networked they are? Check their LinkedIn account for your sales targets Ask them who they know! Remember, most of your clients (if they rate you) will be delighted to introduce you to their contacts – Just ask them!

21. How do I ask for the introduction? In 4 easy steps….. Ask your client ….. 1.How well do they know your sales target. 2.Would they be comfortable introducing you. 3.To ask the sales target to accept a call from you. 4.‘To ‘cc’ an email to both the sales target and yourself with contact details.

22. Target up to Five individuals within each prospect company

23. Remember, the more people you target in a company … The better the odds of making a connection with one of them. The higher the chance of you finding a mutual business contact to introduce you.

24. You can always move laterally towards the correct buyer regardless of which of the five targets you initially meet with!

25. Follow your targets / prospect companies on Social Media P

26. Follow their Comments Groups And watch out for mutual contacts Answering of questions Create your own visibility in their groups - post resources, articles and answer questions

27. Connect with Complimentary Solution Providers (CSP )

28. What is a CSP when it’s at home ?

29. A complimentary solution provider Is a supplier who Targets the same people you do Is not the competition Compliments your offering Is well networked Will share information Will swop introductions

30. CSP – Some ideas For example, if you sell security services to Facility Directors - a CSP,might be environmental monitoring equipment providers Have 3/4 CSP’s on the go, meet, chat once a month and swop two prospects with each one each time you meet.

31. Target and attend two networking events a month

32. Strategic networkers Identify correct events Get attendance lists in advance Ask organisers for introductions Ask questions to understand Follow up sincerely Build trust with new contacts before asking for help

33. Become a thought leader for your target sector(s)

34. A thought leader is someone who Shares ideas Writes articles Answers questions Makes speeches Provides insight Anticipates new trends Via Social & Other Media

35. Stay in touch with old customers even when they can’t buy from you

36. Stay in touch Be helpful Support behind the scenes Keep them on distribution lists Send free resources Be LinkedIn with them Things don't stay the same for very long!

37. Resource new customer accounts based on the potential medium term opportunity as opposed to the current transaction value

38. Manage it for 2/3 months as if the account was worth five times the current value. Cultivate relationships – high and wide Follow up Introduce them to potential customers from your circle of influence. Make a judgment call after 3 months as to how you will continue ‘Large streams from little fountains flow, large oaks from little acorns grow’. - David Everett (1769 -1813)

39. Get a plan, aim high, and measure your progress!

41. and remember “Life isn't about finding yourself. Life is about creating yourself.” ― George Bernard Shaw ! www.evolve.ieGeorge Bernard Shaw davemaloneinsidesalescoach