In this episode, I share 8 pieces of advice that will help support a sales strategy based on finding new business within existing customers – these are:
- Get the basics right - know your numbers
- Keep what you’ve got - retention strategy
- Prune your database - search for ICPs
- Seller beware! Tenders and RFPs suck
- Account based marketing - hyper-focussed campiagns
- Events and exhibitions - zig not zag
- Keep your enemies close
- Strive to be a KPI - live rent-free in your clients head
Yes, keep prospecting for new business, but don’t ignore the hidden goldmine already sitting in your customer database. Trust me, selling warm is way more effective than selling cold.
Connect with Matt:
LinkedIn:
https://www.linkedin.com/in/matt-sykes/Website:
http: https://www.salescadence.co.uk/
Want to benchmark your sales effectiveness? Take
The Salescadence Sales Audit and find out.
Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:
‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.
Want to talk about improving your sales results? You can
book a complimentary 15minute call here
