UNBRANDED SALES
UNBRANDED SALES METHODOLOGY
Learn How To Change From A Reactive and Fragmented Approach To A Highly Proactive And Winning Strategy
In today’s business world salespeople and managers are asked to build and create the relationships that will yield repeat business and higher profits, but often times they fall short of expectations. The purpose of our methodology is to provide a framework and standard process for sales and operational executives to understand and manage their sales process. Implementing a documented process provides businesses the ability to manage root cause actions and become proactive in preventing unknown losses and issues. This accelerates your response and allows you to focus on customer loyalty and mission critical goals.
According to the National Sales Executive Association:
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80% of sales are made on the fifth to twelfth contact.
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25% of salespeople, when presented with a prospect, make a second contact and stop.
​ONLY
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10% of salespeople make more than three contacts with a prospect.
Unbranded Sales will help you accelerate your sales using a unique methodology to communicate your strategy and value proposition so you can begin achieving financial success, building relationships with your customers, AND achieve higher profits!
Each pillar works in unison with the next and forms a foundation that is unique in its responsibilities and processes. They are the foundation for any successful sales organization!
The Unbranded Sales Methodology is unique to each customer. It is designed to help YOU achieve your desired outcome and financial goals.
The fundamental principles of the methodology are based on four pillars:
ACCOUNT MANAGEMENT
SALES
BUSINESS DEVELOPMENT
MARKETING
Characteristics and Responsibilites of the four pillars based on the
Unbranded Sales Methodology
SALES
BUSINESS DEVELOPMENT
ACCOUNT MANAGEMENT
MARKETING
Hunter
Tactical Plan
Executes Sales Plan
Closer
Driven by Win/Loss
Thrives on new opportunites
Lead Generation
Vision
Purpose
Architech of Brand Message
Executive Leader
Process Owner
Strategic Plan
Forecast Accountablility
Sales Plan
Farmer
Nurturer
Strategic Partner
Trusted Advisor
Partnership
The Unbranded Sales Methodology
CONTENT MARKETING PHASE
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Lead Generation
- Market Research
- Market Segmentation
- Qualify/Evaluate Prospect
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Promote Awareness of Capabilities and Services
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Branding and Market Positioning
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Technology Watch
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Competition Watch
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Industry Events
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New Product Development
BUSINESS DEVELOPMENT PHASE
• Lead Evaluation
- Assess
- Rank
- Pursue
- Close
• Create Strategic Sales Plan to capture growth opportunities and identify risk
• Create Metrics to track Sales and Marketing Activity
• Identify Value Proposition
• Identify Primary Market and Potential Market Expansion Opportunities
• Manage and Communicate Sales Forecast and Actual’s
 - What, Where, Why, How, When, and Who
SALES PHASE
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Create Relationship with Prospects
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Identify Decision Makers and Buying Characteristics
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Align Products and Services to Prospects' Needs
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Introduce and Effectively Communicate
- Brand Position
- Marketing Message
- Products and Services
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Secure and Close Identified Opportunities
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Monitor Market Pricing
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Negotiate Terms and Conditions of Sale or Service
ADVERTISING PHASE
Direct Marketing
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Create Strategic Marketing Plan aimed at targeted accounts and opportunities through media, print, and creative mediums
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Develop Compelling and Differentiated Brand Position
- People
- Process
- Performance
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Create Plan and Process to Roll-Out Company messages
- Internal
- Current Customers
- External Market
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Monitor and Score Customer Feedback
ACCOUNT MANAGEMENT PHASE
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Identify the Customer Attributes that Jusify Account Management
- Revenue
- Volume
- Engineering
- Project Management
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Effectively Manage the Clients Needs and Expectations
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Trusted Advisor
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Consultation and Involvement with Decision Making
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Manage Change and Balance
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Conflict Management - Needs of the Client vs. Interest of the Company
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Negotiate Service and Product Rates
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Maintain and Identify New Opportunites for Growth and Expansion within Managed Account
"IN MARKETING I'VE SEEN ONLY ONE STRATEGY THAT CAN'T MISS - AND THAT IS TO MARKET TO YOUR BEST CUSTOMERS FIRST, YOUR BEST PROSPECTS SECOND AND THE REST OF THE WORLD LAST."
JOHN ROMERO
