{"id":3802,"date":"2021-01-06T09:30:00","date_gmt":"2021-01-06T09:30:00","guid":{"rendered":"https:\/\/blog.kylas.io\/?p=3802"},"modified":"2023-04-24T10:14:47","modified_gmt":"2023-04-24T04:44:47","slug":"small-business-sales-strategy","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-effectiveness\/small-business-sales-strategy","title":{"rendered":"How to Create a Sales Strategy to Boost Small Business Sales?"},"content":{"rendered":"\n<p><style>\n@media only screen and (max-width: 700px){\n.img-full-mob{\nwidth:100% !important;\nheight:100% !important;\n}\n}\n<\/style><\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Every business has a sales strategy, whether you know it or not \u2013 it\u2019s not an approach that\u2019s only reserved for well-established businesses.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Every founder has once sat at a table and thought about how best to sell his product or service in the market, and how best to ensure its success.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">\u2026Was that just a definition for \u2018sales strategy\u2019?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Yes, but we\u2019ll dive deeper into sales strategy and how it can boost small business sales.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">What is a Sales Strategy?<\/h2>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">A sales strategy is a plan for selling a product or service in the market and to maximize profits in the selling process. An effective sales strategy focuses on your value proposition from the customers\u2019 perspective. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">A sales strategy isn\u2019t decided only when launching a new product or service, but is something that\u2019s continually worked on by the people involved \u2013 usually the Sales Head and Sales Manager, with the CEO.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Why Small Businesses Need an Airtight Sales Strategy<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Because you can\u2019t control consumers and consumer behavior, strategies rarely go according to plan. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">The only way to have a successful strategy is to start with a strong base and then continue to hone it along the way, based on customer response and brand performance.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">That is why, as a small business, you need a sales strategy that\u2019s as foolproof as it can get \u2013 so that you can better utilize the resources and time needed along the way when you optimize.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Start the Prep: What You Need for a Great Sales Strategy<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Like we said earlier, the only way to a successful sales strategy is to start with a strong base. That includes:<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">1. Great Customer Understanding<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">\u201cKnow your target audience\u201d is the most common mantra you\u2019ll hear when it comes to sales, and that\u2019s for a reason. To be able to successfully sell a product to your intended customers, you need to understand them inside and out\u2026as well as you know friends and family. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">One great way to do this is to create different buyer personas that represent the different types of buyers you\u2019d like to focus on. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Keep in mind that when we say \u201cknow your target audience\u201d we don\u2019t just mean how old they are, where they come from, what they do for a living and how much they earn. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Those are the demographic basics upon which you might segregate your audience, but the real magic of sales lies in knowing their aspirations, their pain points and motivators, why they could benefit from your product, how they conduct research when they buy anything, etc.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When you understand who you\u2019re truly selling to, your strategy will be a lot stronger and, when they respond or don&#8217;t respond to your sales pitch, you\u2019ll likely know the exact reason why.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">2. Knowledge of the Market<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You need to know the ins and outs of the market you\u2019re selling your product in. This is true when you\u2019re launching your product and formulating your go-to-market strategy, but also true with a product that\u2019s already selling in the market.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When launching a product\/service, you need to know what\u2019s worked and what\u2019s not in the past for other brands. <\/p>\n\n\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul style=\"font-size:20px\"><li><em>What is the market&#8217;s reaction to similar ventures? <\/em><\/li><li><em>How did consumers respond to other products in similar solutions? <\/em><\/li><li><em>How many other players are there like you?<\/em><\/li><\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">And with a product that\u2019s already in the market, you need to make sure you have a feel of the market at all times\u2013<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Are there any new players? Any new policies or economic changes that might affect your sales? <\/em><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">It\u2019s important to constantly stay updated with what\u2019s happening in the market so you can react quickly in time and pivot your sales strategy accordingly.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">3. A Complete Understanding of the Product<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You might think this is an obvious one \u2013 especially if you\u2019ve found the company and product you\u2019re currently thinking about \u2013 but you\u2019d be surprised by how many people simply wing it when it comes to product knowledge. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Understanding the product doesn\u2019t mean knowing its features and benefits as you\u2019d put them in a brochure. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">It means truly understanding the aim of the product, which makes it different, what makes it so potentially valuable to its particular target audience, where does it surpass the competition and so on.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This knowledge, combined with customer understanding, is exactly what sales teams need when they\u2019re making their pitch and prospecting.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">4. An Eye on the Competition<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Just as you should know your product\/service in and out, you need to know what the competition has to offer too. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You might think you have no direct competitors but, if the customer problem existed before you came in, they were most likely turning to someone for a solution \u2013 that brings in your indirect competitors.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You need to know everything your direct and indirect competitors do by way of a sales strategy\u2013 <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>What are the markets they target, how do they pitch their products, what channels do they use and which channels work for them? <\/em><\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">One way to do this is to simply observe and make a note, another is to conduct firsthand research.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When you have a thorough understanding of your competitors, you\u2019ll know exactly what to do and what not to do. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">It doesn\u2019t work if you simply copy what everyone else is doing \u2013 you need a differentiated reason why customers should choose your product, so you need a unique element in your sales strategy. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You just also need to keep one eye on what everyone else is doing.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">12 Different Sales Strategies to Boost Small Business Sales<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><a href=\"https:\/\/www.google.com\/search?sxsrf=ALeKk03CO2CQhtugKJHEiOem35LhPqkiIQ%3A1609225468465&amp;source=hp&amp;ei=_NTqX8XyGeiZ4-EPxsGa6AE&amp;q=sales+strategies&amp;oq=sales+strategies&amp;gs_lcp=CgZwc3ktYWIQAzIFCAAQyQMyAggAMgIIADICCAAyAggAMgIIADICCAAyAggAMgQIABAKMgIIAFC_A1i_A2CgB2gAcAB4AIABc4gBc5IBAzAuMZgBAKABAqABAaoBB2d3cy13aXo&amp;sclient=psy-ab&amp;ved=0ahUKEwjF4KKD0PLtAhXozDgGHcagBh0Q4dUDCAc&amp;uact=5\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">Google \u201csales strategies\u201d<\/span><\/a> and you\u2019ll get a mixed bag of techniques and approaches to help boost your sales. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When it came to writing this blog post, we wanted to ensure we got you exactly what you need when it comes to formulating a sales strategy \u2013 whether that\u2019s a selling technique, a whole approach or just a tip.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">So, here\u2019s our mixed bag of sales strategies for small businesses-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\">Sales Approaches<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">1. Demand Generation<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><span style=\"text-decoration: underline;\"><a href=\"https:\/\/kylas.io\/sales-effectiveness\/sales-strategy\/demand-generation-101-for-sales-professionals\/\" target=\"_blank\" rel=\"noreferrer noopener\">Demand generation<\/a><\/span> involves the sales team taking an active role in the generation of qualified leads. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Rather than having a marketing team generate leads which your sales team then qualifies before trying to close into sales, demand generation takes a cohesive approach to generating leads that are qualified from the get-go.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">One of the typical challenges faced by small businesses is that, you\u2019re probably equipped with a lean team that\u2019s used to carrying multiple responsibilities and looking at the bigger picture \u2013 that makes this strategy ideal for you.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">While it might take a bit longer than the traditional lead generation, it\u2019ll save you the time and effort of lead qualification as a step in between marketing and sales.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">2. Content Marketing<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Inbound sales are a very real way to approach sales today. There\u2019s no lack of information on the internet, so today\u2019s customers start their research \u2013 from awareness to consideration \u2013 well before they even get in touch with your company. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Rather than waiting for them to reach out to you (will they, won\u2019t they?) halfway through their buying journey, you need to be visible to them right from when they start conducting their research.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Content marketing will help you reach your customers at that point \u2013 social media, blog posts, videos, reviews &amp; testimonials and many more such channels and content types that customers are likely to consume when looking for a solution.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">3. Referral Sales<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Your customers \u2013 and even prospects in your pipeline who are genuinely your target audience but don\u2019t have a pressing need \u2013 are great sources of referrals. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Referral sales are all the more powerful because chances are that the referrer has thought about someone who could greatly benefit from your product and is likely to buy it.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">The straight and fastest way to get a referral is to simply ask for it. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">There\u2019s no point in being shy or beating around the bush \u2013 simply reach out to customers and ask if there\u2019s anyone they know who could also benefit from your product\/service, and provide them an incentive if you can, framed as a limited period promotion. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">If you\u2019ve got a satisfied prospect, take a minute towards the end of a call to ask them if they know someone who might benefit from your product\/service.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Referral sales cut down on a lot of the time you spend prospecting or qualifying leads and it\u2019s rooted deeply in customer relationships, which makes it one of the most lucrative approaches for small businesses.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">4. Account Based Sales<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This is an effective way to approach your sales strategy if you operate in a B2B domain.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">In <span style=\"text-decoration: underline;\"><a href=\"https:\/\/kylas.io\/sales-effectiveness\/account-based-sales-small-business-growth\/\" target=\"_blank\" rel=\"noreferrer noopener\">account based sales<\/a><\/span>, you create a list of companies that would be ideal customers for your product or service. Then, you identify one or more stakeholders from the company to reach out to and prospect. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Usually, in the case of multiple stakeholders, each one comes from a different department and is treated as an independent prospect, handled by different salespersons. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">For successful account-based selling, you need to understand the prospective business thoroughly \u2013 their needs, challenges, current solutions they might be using, and how they can benefit exactly from your solution. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You then need to make sure that your pitch is targeted to each stakeholder you may be talking to, and their department\u2019s needs. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">In general, account-based sales is considered a lengthier process but, in most cases, more successful &#8211; especially where the buying journey is long.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" style=\"font-size:22px;line-height:1.6\"><strong>Sales Techniques&nbsp;to Boost Small Business Sales<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">5. Selling the Solution Rather Than the Product&nbsp;<\/h4>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">The golden rule of selling anything to anyone, anywhere. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When you truly understand your customer and your product, you know that talking about features and benefits is not going to get you anywhere&#8230;talking about why the person on the other end of the call really&nbsp;needs to address X problem in X way and possibly&nbsp;use your product to&nbsp;achieve&nbsp;it, you have a higher chance of getting somewhere.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">6. Start Strong, End Strong&nbsp;<\/h4>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">The way you hold a call makes all the difference to prospects, because 9 out of 10 times they really aren\u2019t planning on giving you the time of the day. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When you start strong (by talking about a personalized benefit, perhaps, or a question to create intrigue), you have higher chances of engaging your prospect. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">To end a call strong means to end it by asking for a sale \u2013 more difficult that it sounds, as any salesperson will tell you!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">7. Focusing&nbsp;on Prospects With Urgency&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Urgency is a&nbsp;more important&nbsp;element than you\u2019re probably giving it credit for, and this is something most salespersons learn the hard way. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When your product\/service is not an urgent buy for your prospect, you\u2019re going to have a tough time&nbsp;getting them to commit and end with a strong \u2018yes\u2019. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You\u2019ll more often than not find yourself not closing sales. One way of identifying the buying urgency is asking about how the problem is affecting the customers\u2019 company and how many people its currently affecting.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">8. Using Active Listening to Sell Your Product<\/h4>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When prospecting, listen to cues from your prospects about what they\u2019re looking for and what they need. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">A lot of what they\u2019re saying will also come across in their tonality and mannerisms during the call \u2013 use active listening to identify how interested they are, what part of your pitch is resonating with them and what will keep them engaged.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Sales Practices to Boost Small Business Sales<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">9. Using Technology<\/h4>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">You need more than a great sales team to close more prospects in a shorter amount of time \u2013 you need technology.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">A sales CRM software is an ideal solution (and not at all meant only for enterprises!) to help keep track of incoming leads, manage your sales team, prioritize leads and automate communication.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\"><em>Plug- <\/em>You\u2019ll love the Kylas Growth Engine, our sales CRM software (free CRM!) that is built specifically for small businesses and comes with business expertise for you to boost your growth. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">It\u2019s free for 3 months, with no additional costs and free end-to-end support!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">10. Nurturing Your Leads<\/h4>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Lead nurturing is an extremely important part of every company\u2019s sales process. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When you get in touch with a lead and your product has a lengthy buying cycle, chances are they forget about your conversation soon after a call\u2026and remember they\u2019re also talking to other brands (your competitors) at the same time. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Nurturing them by sending them engaging emails and messages is a great way to keep them interested and to keep your brand at the top of their mind until your next call.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">11. Upselling to Existing Customers<\/h4>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Your customers are a great source of additional revenue but, unfortunately, most sales teams forget about customers once the first conversion takes place. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">When you stay in touch with customers and try to ensure that they\u2019re satisfied with your product and service, you develop a relationship and trust with them. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">This will stand you in good stead when you try to upsell to them a more expensive version of your product or pricing plan.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" style=\"line-height:1.6\">12. Cross-selling to Customers<\/h4>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">As we said earlier, your customers are a very viable source of additional revenue. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Cross-selling different products (perhaps a new product you\u2019ve launched or just another one that customers might find appealing) is an inexpensive and quick way to boost revenue by offering different solutions.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">A good way to do this is to segment customers by the benefit they derive from the product they originally bought, and then identify other products\/services you offer that could also benefit them.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Do you feel ready to take your sales strategy by storm?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Here are a few tips on using the above strategies to formulate one cohesive plan-<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul style=\"font-size:20px\"><li>Don\u2019t feel compelled to use ALL the sales approaches \u2013 only pick and choose what works for you<\/li><\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul style=\"font-size:20px\"><li>Definitely apply all the sales techniques and practices. That isn\u2019t an either\/or situation \u2013 they\u2019re all important!<\/li><\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul style=\"font-size:20px\"><li>Put an analytical system in place \u2013 sales CRM-automated reports and sheets that will do the bulk of the sales results analyses so you can save time (small businesses = no time to spare!)<\/li><\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul style=\"font-size:20px\"><li>Hold CEO \u2013 Sales Head \u2013 Sales Manager meetings every week to analyze what\u2019s working for you and what\u2019s not, so you can optimize on the go<\/li><\/ul>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul style=\"font-size:20px\"><li>When you want to try something new, such as cross-selling or nurturing, create a timeline rather than doing it all at once and use A\/B testing to identify if there is a direct impact.<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">We hope this helps you&nbsp;in&nbsp;creating a sales strategy for your&nbsp;business! Remember that no one thing or one mix of things works for everyone \u2013 once you have your basics in place, it\u2019s all about taking informed decisions and then constantly analyzing results.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\" style=\"line-height:1.6\">Have any other strategies that you\u2019ve tried or would like to try? Let us know in the comments below, we\u2019d love to hear from you!&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Every business has a sales strategy, whether you know it or not \u2013 it\u2019s not an approach that\u2019s only reserved for well-established businesses. Every founder has once sat at a table and thought about how best to sell his product or service in the market, and how best to ensure its success. \u2026Was that just &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/sales-effectiveness\/small-business-sales-strategy\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;How to Create a Sales Strategy to Boost Small Business Sales?&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":5285,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[12,34],"tags":[19,20,32,53],"acf":[],"featured_image_src":null,"author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Create a Sales Strategy to Boost Small Business Sales?<\/title>\n<meta name=\"description\" content=\"An effective sales strategy is the very foundation of your small business sales engine. 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Read on to know how to create a robust sales strategy.","og_url":"https:\/\/kylas.io\/en\/sales-effectiveness\/small-business-sales-strategy","og_site_name":"Kylas Growth Engine | Sales CRM Software for Small businesses","author":"Shagun Sharma","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Shagun Sharma","Est. reading time":"15 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/kylas.io\/en\/sales-effectiveness\/small-business-sales-strategy","url":"https:\/\/kylas.io\/en\/sales-effectiveness\/small-business-sales-strategy","name":"How to Create a Sales Strategy to Boost Small Business Sales?","isPartOf":{"@id":"https:\/\/kylas.io\/en\/#website"},"datePublished":"2021-01-06T09:30:00+00:00","dateModified":"2023-04-24T04:44:47+00:00","author":{"@id":"https:\/\/kylas.io\/en\/#\/schema\/person\/58914992bfe5c67716dfe2e8863250a3"},"description":"An effective sales strategy is the very foundation of your small business sales engine. 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