The Sales Ace


Work out the strategy and the sales will skyrocket


Every business understands the importance of sales and when you’re not hitting targets, it’s time to think about why that might be and what you can do about it. Over the years, I’ve worked with over 250 businesses in


Julie Futcher Founder The Sales Ace


and around Northamptonshire to help them increase their sales and achieve the growth they are looking for. Key to that process, though, is a well-thought-out sales


strategy, and that can sometimes be the barrier to success. All business owners want to grow their revenue; all sales- people believe they can sell to anyone. But without a clear strategy, that’s not necessarily a winning recipe.


The route to revenue When someone invites me in to help them increase reve- nue, the fi rst question is always to ask about sales strategy. Lots of ideas but no sales strategy just isn’t going to get you anywhere, because good processes are the bedrock of success. Products, services, sales and marketing are all building


blocks for business growth. You’ll hear a lot of salespeople say ‘I can sell anything to anyone’ but if you are looking to be successful you need to understand your target market and look at how your product or service meets their needs, their wants, or solves their problem. Put simply, people buy from you because they have a


need, a want or a problem. If you can sell to anyone, how do you diff erentiate


between a small company and a large company? T e two will have very diff erent needs, wants and problems and you will need to fi nd diff erent ways to help them.


ALL THINGS BUSINESS | 42


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