Sales Strategy and Sales Team Development
Out goal is to boost your top-line revenue by enhancing sales performance and productivity. We start with a baseline assessment to identify the strengths, weaknesses, and opportunities within the sales organization. After discussing this with leadership, we focus on key improvement areas and create sales strategies for your team.
Our approach includes strategies for mapping key customer organizations, overcoming obstacles, and building relationships with influencers and decision-makers. We also establish a communication framework for ongoing coaching and set key performance indicators for monitoring by leadership.
Sales Funnel Strategy Development
We carefully examine every step in the sales funnel, considering the business model, competition, and target markets. The objective is to identify critical areas that, with improvement, can increase capture at the bottom of the funnel.
Gallatin's Value in Developing Sales Funnel Strategies
1. Awareness (Top of the Funnel - TOFU)
We first examine the various outreach channels such as ads, social media, blog posts, word of mouth, search engine results, or other marketing efforts. The goal is to cast a wide net to get on the radar of people who might be interested. The challenge is that these individuals often know little about your offering at this stage and may not yet have a defined interest or need. We also measure KPIs to get a baseline of performance.
2. Interest (Middle of the Funnel - MOFU)
Once a potential customer becomes aware of your product or service, the next step is to engage them and encourage further exploration. This can be achieved through content marketing, email campaigns, webinars, case studies, and other educational resources that address their pain points or desires.
At this stage, customers evaluate different solutions and compare yours with competitors. In many B2B and retail settings, the sales team's effectiveness is crucial. Customers often seek a relationship with the supplier, especially for complex products and services.
Gallatin helps your sales team provide the attention and knowledge necessary for customers to consider your solution. We will evaluate how this process is managed and measure performance to establish a baseline for improvement.
3. Consideration (Middle of the Funnel - MOFU)
This stage is known as “The Knock-out Stage.” The goal is to show how your product uniquely meets their needs through demonstrations, trials, testimonials, and pricing comparisons.
During this important consideration phase, sales teams often collaborate with technical experts for complex inquiries. Successful companies promote a culture where "Everyone sells," engaging not only the sales team but also product management and engineering departments. Gallatin helps you set up the systems to measure performance at this stage to establish a baseline and identify areas for improvement.
4. Intent (Bottom of the Funnel - BOFU)
At this stage, the prospect has indicated a clear intent to buy—by adding items to their cart, requesting a quote, or asking for a proof of concept (POC). While they're ready to purchase, they may still have some questions. Businesses should aim to ensure a smooth and reassuring process.
The sales team must focus on outshining competitors without wasting resources on POCs and related expenses. Discounting the final price may occur during trial close discussions and should be managed skillfully for a win-win for both the customer and the organization.
We assess the sales team's performance at this stage and set a baseline for improvement. It’s critical to address any blockers and ensure that influencers, champions, and decision-makers are aligned to agree on a purchase by the end of this stage.
5. Purchase (Bottom of the Funnel - BOFU)
This stage involves the customer deciding to purchase your product or service. The sales team's role is to ensure a smooth transaction, provide support, and reinforce the decision. A positive purchase experience can boost customer satisfaction and loyalty.
By this point, key stakeholders have usually agreed to buy verbally. The focus now is on securing that commitment in writing, including the purchase order. However, obtaining this order may take longer than expected, and sales must approach this final phase positively.
Challenges such as last-minute competitor proposals and discount requests can arise, but an experienced closer will have strategies to navigate these issues. We will examine how this process is currently managed and identify areas for improvement.
6. Post-Purchase (Beyond the Funnel)
Even after a customer makes a purchase, the sales process continues. It's essential to follow up with strong customer support, onboarding, or educational resources to ensure satisfaction. A positive post-purchase experience fosters repeat business, brand loyalty, and referrals.
We evaluate follow-up efforts from all teams interacting with customers to nurture future sales. Organizations that believe “everyone sells” understand the value of providing performance metrics tied to their solutions, such as uptime percentages and cost reductions.
By tracking and sharing its performance, a supplier strengthens customer relationships and demonstrates ongoing value, which helps prevent competitors from gaining attention. In summary, we help you create satisfied customers.