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Sales Strategy and Planning

Home SolutionsSuperior Sales PerformanceSales Strategy and Planning

Strategy and Competitive Advantage

Your sales strategy is your company’s plan. It’s what enables your brand, services and products across the board to give you your competitive advantage in a crowded marketplace.

The best sales strategies do not focus on you. Nor do they focus on your offerings. Instead, the most successful sales strategies seek to target the best-fit customers by directly and demonstrably meeting their business needs.

With targeted customers duly identified and listed, and with business needs clarified and understood, you will be in the strongest position to begin communicating with prospects in ways that are truly relevant and meaningful to them.

And because your sales messages are directly relevant and interesting your sales successes increase.

The Drive for Organisational Success

Your sales strategy sets the overall direction for corporate sales success at the organizational level.

Quantum helps clients maximise the revenue opportunities for current and future services by:

      • Targeting appropriate customers for each current and planned business lines
      • Establishing the most relevant job functions within prospect organisations
      • Identifying the most appropriate, lucrative market sectors (geographical, vertical)
      • Constructing compelling value propositions for different buying influences in different prospect companies within segmented markets
      • Clearly communicating your business value add to your audience via relevant honed sales messages (verbal, presentations, proposals, collateral and other media)

“For over 100 years benenden has been providing its flagship healthcare service to UK customers and members. As we now move to diversify and grow our business we sought a strategic business partner able to quickly understand our needs for sales development and to help define our top level plan for future sales success. Following a competitive selection process we commissioned Duncan Cranmer [of Quantum] to undertake a root and branch review of our sales function and recommend key improvements. In addition Duncan honed our sales messages and developed a new corporate sales presentation for us. Throughout Duncan impressed us with his thoughtfulness, professionalism and dedication. We now look excitedly ahead to taking the recommendations forward”.

Group Marketing Director, Healthcare, York

Download the Brochure (PDF)

Go to Market Strategy

Go to Market strategies apply to individual lines of business, that is, to one of your particular products or service lines.

An effective Go to Market strategy is entirely compatible with and supportive of your corporate, overarching sales strategy.

Many of the same questions asked (and answered) at the earlier sales strategy definition stage re-emerge – target markets, value proposition, communication etc. But in thinking about your Go to Market strategy for individual lines we have to get more granular.

Go to Market strategies are so often created in the run up to a new product launch and then put away and forgotten about to gather dust.

Let’s recognise that whilst a new launch is critical to sustaining success and growth whilst the market is capable of sustaining such growth, there will come a time when what was once a hot product starts to move into its sunset years.

We must plan for those sunset years right up from so that we can make appropriate sales investment decisions over the entire projected lifecycle.

And by “appropriate” we mean, of course, “most profitable”.

Factors to consider for a solid Go to Market strategy that is going to work include:

      • Your audience
      • Market
      • Pricing
      • Sales opportunity
      • Competition
      • Your business focus (in relation to this particular service or product)
Download the Brochure (PDF)

“In six weeks they [Quantum] helped grow our funnel by £65m, £31m of which became closed business within four months – a fantastic achievement!”

Strategy and Marketing Director, Healthcare, Colchester

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Latest Posts Widget

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Proposals and presentations

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9th March 2021

The sales proposals and presentations that they developed with us were outstanding. The underlying messages were simple and crisp, appealing directly to our targeted audiences. Their role in delivering key sales wins in London and in the South West was absolutely invaluable

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Testimonials

  • I am always impressed by his [Quantum Director’s] dedication to the client, eye for detail and his innovative ways of thinking. It’s great to have him on board!

    Managing Director
    Design Agency
  • These guys bring real rigour to developing top class, high value proposals … the results have been outstanding.

    Chief Executive Officer
    GTD Healthcare
  • The sales proposals and presentations that they developed with us were outstanding … their role in delivering key sales wins in London and in the South West was absolutely invaluable

    Chief Commercial Strategy and Marketing Officer
    Health Tech
  • I just closed one out of my two sales deals that we discussed on the course … I am very grateful for all I have learned … thank you from Switzerland.

    Sales Executive
    Global Fin Tech
  • [They undertook] a root and branch review of our sales function and recommend key improvements …  [plus] honed our sales messages and developed a new corporate sales presentation … throughout [we were] impressed [by their] … thoughtfulness, professionalism and dedication.

    Group Marketing Director
    Healthcare
  • A really strong presentation was going to be essential …  [they] … created a version that was visually very impressive … and thoroughly engaging for the audience … a job well done!

    EMEA Project Director
    Canon
  • [Quantum’s  director] is a strategic thinker and skilled facilitator … quick on his feet and able to command an audience. Highly professional and easy to work with … an asset to any organisation and someone I highly recommend.

    EMEIA Service Quality Lead
    Top 4 Consulting Firm
  • In six weeks Quantum helped grow our funnel by £65m, £31m of which became closed business within four months – a fantastic achievement!

    Strategy and Marketing Director
    Care UK (Healthcare Provider)
  • [They have] the ability to take complex ideas and simplify them – so that the audience quickly understands the benefits they will get from us.

    Programme Director and Bid Controller
    UK Health Tech
  • I gained a tremendous amount from the workshop on how to structure and present

    Business Engagement Manager
    Major bank
  • [They’ve had] a major impact on the quality of the proposals submitted to clients and our final presentations, as well as helping define and improve our internal systems and processes.

    CEO
    Harmoni (Healthcare Provider)

Most Recent

What’s in a Word? (Video)

What’s in a Word? (Video)

17th January 2022

Sell more by using better words. Compel your prospects to buy from you by harnessing the power of words. Be more positive and audience-centric in the way you use words in all sales interactions.

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