Sales Strategy Devising and implementing a compelling, well validated sales strategy can mean the difference between a mediocre product launch and a highly successful product launch. No other activity is more important to a nascent company. It will define the manner and approach for hiring the right sales talent, properly pricing and positioning a product, clearly defining a compelling message of customer benefits, and optimizes the amount crucial of face-to-face selling time in the marketplace. In pre-revenue settings, the sales strategy will be the single most important factor in driving the rapid and profitable return on investment. “Oddly enough it is quite often the most commonly overlooked aspect of bringing a new product to market,” say Terry Murray, Executive Strategist with SalesForce4Hire®. “Just like comedians, everybody thinks they’re a marketer, everybody thinks they’re a strategist. Unfortunately, even brilliant executives often let themselves fall into the risk of mistaking assumptions for facts.” Mr. Murray has created and help implement more than thirty sales strategies during his career generating more than one billion dollars in new market valuation. “Over the years I’ve learned the importance of sales strategy first hand,” adds Mr. Murray. “After creating more than two dozen sales strategy plans I’ve come to appreciate the value in initially taking a very non-traditional approach to the process. I embark on each plan by following my intuition as to where and how a product or service might generate the greatest return. I literally toss out any assumptions I may have and follow my gut. This tends to eliminate imaginary constraints and allows me to think big. I follow this up by diligently validating the intuitive direction that has emerged. This is especially helpful when devising a sales strategy for a disruptive technology; one which has no true competition and is a game changer in the marketplace.” “The most effective question one can ask during the process is how do we know that? While I might start by following my intuition I always end the process by substantiating every facet of the plan with well documented customer information. This approach has served me and our clients well, often revealing novel approaches that leap-frog the competition in highly innovative ways.” “Working for SalesForce4Hire has been invaluable in my development as an Executive Strategists,” comments Terry. “The continuous flow of various projects has enabled me to develop approaches and insights into markets I never would have seen working for a one-trick pony type of company. The correlations and patterns of clinical customer behaviors that benefit our next client are often quite compelling and contribute significant value to their competitive advantage. This is a perspective they might never have ascertained on their own. It is part of what makes us a very special organization.” At the end of the day, sales strategy is about generating sales revenue as quickly, profitably, and efficiently as possible. States Mr. Murray, “SalesForce4Hire is known for doing a lot of the heavy lifting necessary when launching a new product into the health care marketplace. Delivering innovative and effective sales strategies significantly helps lighten that load.” Related Articles Sales Strtegies Sales Skills