The Sales Navigator's Guide: Mapping the Road to Profitable Growth
Lourdes Spence
This audiobook is narrated by a digital voice.
Chart your course to lucrative expansion by harnessing powerful sales strategies and mastering the art of customer attraction. With this guide in hand, unleash your potential as a savvy sales navigator and accelerate your voyage towards sustained profitability.
Duration - 5h 29m.
Author - Lourdes Spence.
Narrator - Digital Voice Alistair G.
Published Date - Monday, 20 January 2025.
Copyright - © 2025 Grant Buist ©.
Location:
United States
Description:
This audiobook is narrated by a digital voice. Chart your course to lucrative expansion by harnessing powerful sales strategies and mastering the art of customer attraction. With this guide in hand, unleash your potential as a savvy sales navigator and accelerate your voyage towards sustained profitability. Duration - 5h 29m. Author - Lourdes Spence. Narrator - Digital Voice Alistair G. Published Date - Monday, 20 January 2025. Copyright - © 2025 Grant Buist ©.
Language:
English
Chapter 1: Introduction 6
Duration:00:00:01
- Introduce the concept of sales strategy planning 7
Duration:00:02:37
- Importance of sales strategy in achieving success 11
Duration:00:03:47
- Define what a roadmap for success means in the context of sales strategy planning 16
Duration:00:03:55
Chapter 2: Understanding the Sales Landscape 21
Duration:00:05:06
- Analyzing the current state of the market 28
Duration:00:03:32
- Identifying target customers and their preferences 33
Duration:00:03:51
- Evaluating industry and competitor trends 38
Duration:00:04:29
Chapter 3: Setting SMART Sales Objectives 44
Duration:00:03:49
- Discuss the importance of establishing clear objectives 49
Duration:00:04:14
- Explaining the meaning of SMART (specific, measurable, attainable, relevant, time-bound) goals 54
Duration:00:03:03
- Providing guidelines for selecting appropriate objectives 58
Duration:00:03:33
Chapter 4: Conducting Market Research 63
Duration:00:05:11
- Explain the significance of market research in sales strategy planning 70
Duration:00:04:20
- Methods and tools for conducting effective market research 76
Duration:00:04:50
- Analyzing and interpreting research findings 82
Duration:00:06:21
Chapter 5: Crafting Value Propositions 90
Duration:00:03:55
- Understanding what constitutes a compelling value proposition 95
Duration:00:03:33
- Techniques for determining unique selling propositions 100
Duration:00:04:32
- Creating tailored value propositions for different customer segments 106
Duration:00:03:18
Chapter 6: Selecting Sales Channels 111
Duration:00:03:40
- Exploring different types of sales channels 116
Duration:00:05:08
- Weighing the pros and cons of each channel option 124
Duration:00:03:25
- Strategies for identifying the most suitable channels for the target market 129
Duration:00:03:25
Chapter 7: Designing Sales Processes 134
Duration:00:04:02
- Importance of mapping out sales processes 139
Duration:00:03:32
- Understanding various stages in the sales journey 144
Duration:00:03:35
- Integrating technology and automation for efficient processes 149
Duration:00:04:56
Chapter 8: Developing Pricing Strategies 155
Duration:00:03:17
- Analyzing pricing models and strategies 160
Duration:00:05:33
- Setting optimal price points 167
Duration:00:03:43
- Addressing pricing challenges and objections 172
Duration:00:04:02
Chapter 9: Building a High-Performing Sales Team 177
Duration:00:05:26
- Discussing the role of the sales team in executing the strategy 184
Duration:00:03:05
- Hiring strategies for assembling a talented team 188
Duration:00:06:07
- Implementing training and development programs to enhance performance 196
Duration:00:04:02
Chapter 10: Creating Sales Forecasts and Quotas 201
Duration:00:04:27
- Establishing accurate sales forecasting techniques 207
Duration:00:04:23
- Implementing quota-setting processes 213
Duration:00:04:39
- Monitoring and adapting forecasts and quotas as needed 219
Duration:00:03:43
Chapter 11: Establishing Sales Metrics and Key Performance Indicators (KPIs) 224
Duration:00:04:55
- Identifying the most relevant sales metrics and KPIs 231
Duration:00:04:49
- Implementing tracking systems and tools 237
Duration:00:03:15
- Reviewing performance based on metrics and KPIs 242
Duration:00:04:41
Chapter 12: Developing Sales Collateral 248
Duration:00:03:47
- Understanding the importance of sales collateral 253
Duration:00:03:44
- Choosing effective formats for various collateral types 258
Duration:00:04:13
- Creating persuasive and informative sales materials 263
Duration:00:03:57
Chapter 13: Implementing CRM and Sales Technology 268
Duration:00:07:09
- Discussing the benefits of customer relationship management (CRM) 277
Duration:00:04:27
- Evaluating different CRM and sales technology options 283
Duration:00:04:41
- Solutions for integration and effective utilization 289
Duration:00:05:03
Chapter 14: Training the Sales Team for Success 295
Duration:00:04:21
- Importance of ongoing training and development 301
Duration:00:04:06
- Approaches for delivering effective sales training 306
Duration:00:04:16
- Techniques for enhancing product knowledge and sales skills 312
Duration:00:05:32
Chapter 15: Managing Sales Territories 319
Duration:00:04:55
- Strategies for effective sales territory management 325
Duration:00:04:31
- Allocating resources and assigning territories 331
Duration:00:04:57
- Monitoring and adapting territory assignments as needed 337
Duration:00:03:23
Chapter 16: Executing Effective Sales Strategies 341
Duration:00:05:03
- Overarching principles for successful sales execution 347
Duration:00:04:20
- Tips for developing strong customer relationships 353
Duration:00:04:46
- Tactics for effective communication and negotiation 359
Duration:00:05:05
Chapter 17: Monitoring and Adjusting the Sales Strategy 365
Duration:00:06:14
- Importance of continuous monitoring and evaluation 373
Duration:00:03:14
- Techniques for tracking and measuring performance 377
Duration:00:04:18
- Making informed adjustments and adaptations to the strategy 383
Duration:00:03:00
Chapter 18: Collaborating with Marketing and Other Teams 387
Duration:00:05:51
- Discussing the synergies between marketing and sales 395
Duration:00:04:17
- Strategies for collaborating and aligning efforts 401
Duration:00:04:53
- Leveraging cross-functional teamwork for improved results 407
Duration:00:04:09
Chapter 19: Building Customer Loyalty and Retention 413
Duration:00:05:07
- Understanding the value of customer retention 420
Duration:00:03:38
- Tactics for building strong customer relationships 425
Duration:00:04:28
- Strategies for enhancing loyalty and fostering repeat business 431
Duration:00:05:04
Chapter 20: Conclusion 437
Duration:00:00:01
- Final thoughts on achieving success through strategic sales planning 438
Duration:00:03:16