Sales tactics: which ones to adopt and which ones to abandon permanently
Posted: Thu Dec 05, 2024 6:57 am
How are your sales? Are your sales tactics in line with current market trends?
According to Zendesk's latest sales trends report , the pandemic has brought about substantial changes in the way we do business, and most of them are in response to changes in consumer behavior :
50% of sales leaders said customers are more informed;
32% said customers want sales reps to have the full context of their business and the problems they are trying to solve;
26% said customers expect close collaboration between sales reps and other teams.
With these changes in mind, you need to plan your sales tactics. In this post, we'll tell you 5 foolproof sales tactics for your business and 3 that you should definitely abandon.
Tactics are the set of actions within vatican city email list a strategy designed to achieve the stated objectives. In the context of a business, these actions pursue the goals of the business management strategy, which have to do with the growth of the company.
Tactics are concrete and measurable actions. In fact, in a well-planned strategy, they are often accompanied by key performance indicators (KPIs) that help measure how effective they are in achieving objectives.
Don't miss: KPI management: what they measure + 8 indicators to take into account
Types of sales strategies
There are many different types of sales strategies. Depending on which one you decide to implement, your sales tactics may vary to a greater or lesser extent.
Discover some of the most commonly used sales strategies:
This sales strategy is good with those customers who are already in your database . It consists of sharing with them offers, discounts and exclusive opportunities to motivate them to purchase.
One of the most effective tools for working on promotion is email marketing , since, in addition to offers, it serves to track leads, share news and interesting information for the consumer.
Email marketing is often used as a complement to other sales strategies, such as product demos or events — more than 306 billion emails are exchanged every day and it is estimated to produce an ROI of $11 billion USD by 2023. If you are not yet investing in this tool, it may be time to implement it in your business to improve your results.
Upselling consists of getting the customer to buy a product or service of a higher quality than the one they had initially considered. To motivate them, it is necessary to understand their needs and convince them that you have an item that, although a little more expensive, will satisfy their expectations in a superior way.
Applying an upselling strategy can be beneficial for your business. In fact, this form of sales is capable of increasing profits by 10 to 30% , so it is worth considering.
Cross Selling
Cross selling, unlike up selling, does not aim to get the consumer to stop buying the product or service they have in mind, but rather to get them to add complementary items to their shopping cart that can provide benefits.
This is a sales strategy that can increase the closing of business deals by 20% . However, for it to be effective, the complementary items must be truly coherent with the main product in question: if they have no relation at all, it will be impossible to convince the customer to buy them.
Do you want to know more about what cross selling is and how to do it in your company ? Check out this article.
5 Sales Tactics for a Company to Adopt in 2023
Be a counselor
In 2022, nearly 90% of consumers searched for information about products online before purchasing . Since customers already know what they want, your sales tactics should focus on advising them , pointing out benefits, and earning their trust.
As part of your sales growth strategies, train your sales reps to become consultants who know everything about the client's business and can help improve it.
Find out how! Read: Sales Force Training: An Important Process for Your Company .
Put the focus on the shopping experience
According to data from Forbes, 91 % of customers say they tend to buy more from brands that are interested in them . When faced with similar products and proposals, consumers base their purchasing decision on interaction and personalized attention .
According to Zendesk's latest sales trends report , the pandemic has brought about substantial changes in the way we do business, and most of them are in response to changes in consumer behavior :
50% of sales leaders said customers are more informed;
32% said customers want sales reps to have the full context of their business and the problems they are trying to solve;
26% said customers expect close collaboration between sales reps and other teams.
With these changes in mind, you need to plan your sales tactics. In this post, we'll tell you 5 foolproof sales tactics for your business and 3 that you should definitely abandon.
Tactics are the set of actions within vatican city email list a strategy designed to achieve the stated objectives. In the context of a business, these actions pursue the goals of the business management strategy, which have to do with the growth of the company.
Tactics are concrete and measurable actions. In fact, in a well-planned strategy, they are often accompanied by key performance indicators (KPIs) that help measure how effective they are in achieving objectives.
Don't miss: KPI management: what they measure + 8 indicators to take into account
Types of sales strategies
There are many different types of sales strategies. Depending on which one you decide to implement, your sales tactics may vary to a greater or lesser extent.
Discover some of the most commonly used sales strategies:
This sales strategy is good with those customers who are already in your database . It consists of sharing with them offers, discounts and exclusive opportunities to motivate them to purchase.
One of the most effective tools for working on promotion is email marketing , since, in addition to offers, it serves to track leads, share news and interesting information for the consumer.
Email marketing is often used as a complement to other sales strategies, such as product demos or events — more than 306 billion emails are exchanged every day and it is estimated to produce an ROI of $11 billion USD by 2023. If you are not yet investing in this tool, it may be time to implement it in your business to improve your results.
Upselling consists of getting the customer to buy a product or service of a higher quality than the one they had initially considered. To motivate them, it is necessary to understand their needs and convince them that you have an item that, although a little more expensive, will satisfy their expectations in a superior way.
Applying an upselling strategy can be beneficial for your business. In fact, this form of sales is capable of increasing profits by 10 to 30% , so it is worth considering.
Cross Selling
Cross selling, unlike up selling, does not aim to get the consumer to stop buying the product or service they have in mind, but rather to get them to add complementary items to their shopping cart that can provide benefits.
This is a sales strategy that can increase the closing of business deals by 20% . However, for it to be effective, the complementary items must be truly coherent with the main product in question: if they have no relation at all, it will be impossible to convince the customer to buy them.
Do you want to know more about what cross selling is and how to do it in your company ? Check out this article.
5 Sales Tactics for a Company to Adopt in 2023
Be a counselor
In 2022, nearly 90% of consumers searched for information about products online before purchasing . Since customers already know what they want, your sales tactics should focus on advising them , pointing out benefits, and earning their trust.
As part of your sales growth strategies, train your sales reps to become consultants who know everything about the client's business and can help improve it.
Find out how! Read: Sales Force Training: An Important Process for Your Company .
Put the focus on the shopping experience
According to data from Forbes, 91 % of customers say they tend to buy more from brands that are interested in them . When faced with similar products and proposals, consumers base their purchasing decision on interaction and personalized attention .