Five tips for winning new business

Sales enablement is the engine driving success for every business. Getting to ‘yes’ is often a challenge, and winning sales strategies dictate whether a business thrives – or falls behind.
Wednesday, April 6, 2022

Here are five tips to intimately understand your customer personas, nurture new and existing leads, overcome objections, improve your track record and ultimately win high-profile clients with ease.

  1. Create an execution plan
    Who is your ideal customer? What audience segments are you targeting? What channels are you using to communicate your message, brand promise, capabilities, and guiding principles? What kind of positioning are you disseminating? What are your desired outcomes? How do you define success? How will you monitor progress and measure outcomes? Having a strategic plan with a clear roadmap is imperative to success.
  2. Define your value proposition
    Your customers need to know what your offering is, how relevant it is to their needs, how it will make their lives better, and how you will deliver on that promise. Having a strong value proposition will boost your competitive advantage and give prospective clients a reason to believe.
  3. Assemble your star marketing team
    The right team will serve as a guiding light, directing you to accelerate outcomes and exceed expectations. Identify driven, creative, enthusiastic people among your workforce, and equip them with the information, clear targets, and KPIs needed to succeed.
  4. Implement strong sales systems and processes
    Can you imagine generating a steady drumbeat of qualified leads without seeing the actual sale through? Invest in a CRM system to ensure the process runs like a well-oiled machine, with strategic touchpoints along the customer journey, from the first inquiry to order processing and delivery.
  5. Monitor the process
    Having a performance measurement system gives your team a sense of accountability and helps you rectify any loopholes. It’s important to implement a customer review process and regularly apply feedback to deliver exceptional customer experiences that keep leads coming back for more.

For most businesses, highs and lows of revenue and profit streams operate can feel like a roller coaster ride. Your best bet is to balance depressions and mountains and make the ride less bumpy for your business to thrive.

Parker Lee

Parker Lee is the managing partner of Territory, a design consultancy, who has developed and led teams in transformation, design thinking, and business development for decades. Co-author of The Art of Opportunity, he has created and facilitated dozens of design and visual thinking engagements.

Share this post:

Explore more

Stay in the loop.