9 SECRETS TO BUILDING A SALES MACHINE

Every emerging company knows that in order to succeed in the competitive

market place, it’s not just about creating a killer sales process.

It’s about building a sales machine.

But how do you go about building an unstoppable sales machine? Read on to find out our 9 tips on what it takes to

achieve sales machine greatness.

But how do you go about building an unstoppable sales machine? Read on to find out our 9 tips on what

it takes to achieve sales machine greatness.

This is just the tip of the iceberg. To fully understand what it takes to build a sales machine, you need to be at Forecast Sales Conference, happening June 11th in

SF. Learn more at forecast2015.com

1. Identify the decision-makers

Identify your buyer’s and understand their buying process. While it’s great to have a champion, it’s important to target your decision-makers early and fast so your plan of attack is efficient.

2. Understand your customer’s buying experience

Diagram your customer’s buying process from the perspective of each key player in the game. Only

once you’ve understood their process can you draw from it to properly build your own sales process.

3. Create a customer-centric process

The tides have changed and buyer’s have more information at their fingertips than every before. But that doesn’t mean that they have access to the right information.

Buyer’s are now in charge so it’s important to build a sales and marketing process that is customer-centric.

4. Understand what motivates your customers

Don’t be afraid to step into their shoes. To start building a successful sales machine you need to learn what motivates your buyer’s decisions and gets them

excited.

Learn their motivations for each action that you plan to take.

5. Set clear cut qualification criteria

Make sure that the lead qualification criteria is set and understood between sales and marketing.

Marketing is bringing in your leads - it’s important to ensure that the leads coming in meet your sales reps’

standards.

6. Find the right automation tool

Automation is key to have a well oiled sales machine. So define the technologies necessary to optimize your processes and implement them. By

investing in automation systems you’ll be investing in sales productivity. Win-win.

7. Optimize cost acquisition

Marketing Success = Sales Success

Every action taken by your marketing team should be clearly linked to a beneficial outcome. If it doesn’t move prospects through your pipeline,it doesn’t belong in your process.

8. Align your marketing efforts

Launch marketing campaigns that are aligned with your goal: closing more deals.

If it doesn’t lead to CLOSING deals, it shouldn’t be in your marketing wheel house.

Social Media

Events

SEO

White Papers

Webinars CLOSING MORE DEALS

9. Measure your results and act

Identify your bottlenecks and blockage points

Think like your customer

Lure them in with an attractive

solution

Address their concerns

Implement a metric-driven sales culture

You’ll know you’ve accomplished once your sales machine achieves:

Predictability

Scalability

Cost Optimization

Automation

Building a sales machine isn’t easy, and it takes a lot more than 20+ slides.

This year’s Forecast Sales Conference will teach sales professionals and thought-leaders the

different aspects of building a sales machine. Learn from those who know it best and grow your career.

Learn more about Forecast