Sell Within
Sales – often feared and revered – remains the lifeline of any organization. The goal is to make this function as cost-efficient, effective, and impactful as possible. True effectiveness in sales emerges when it works seamlessly with marketing.
An Israeli business professional once illustrated the relationship between marketing and sales with this analogy:
Imagine scattering grains of corn on the ground to attract pigeons. Marketing’s job is to spread the corn to bring the pigeons (clients) in. Sales, on the other hand, is tasked with closing the deal – or “shooting the pigeon.” Now, imagine what happens when a shot is missed: the pigeons scatter and fly away.
To prevent this, marketing needs to “apply glue” to the corn, ensuring that even if the sales team misses a shot, the pigeons remain. In business terms, this “glue” is a robust sales funnel filled with hot leads ready to be converted.
What defines a hot lead?
- Fits the target segment in terms of business nature, geography, turnover, etc.
- Contact person:
- Is a decision-maker for the relevant product/service.
- Is familiar with your brand.
- Has a clear requirement and is open to discussions.
How do you consistently generate hot leads?
- References from networks and existing clients: While valuable, this source alone cannot sustain the vast market potential.
- Building a marketing-driven lead generation process:
The Process:
- Define the target segment based on business nature, geography, and turnover.
- Compile a database of potential businesses with accurate contact details.
- Create engaging, relevant content for digital platforms like social media and websites.
- Develop an outreach strategy to connect with businesses from the database.
- Build rapport and trust with prospects to establish a strong connection.
- Introduce your brand, identify their needs, and start the conversation.
- Repeat and refine to maintain a continuous funnel of high-quality leads.
Sell Beyond (Exports)
Exports are a cornerstone of economic growth, offering immense potential for businesses to scale and diversify. Entering international markets not only provides access to a larger customer base but also helps build resilience by reducing dependency on domestic markets.
However, navigating export processes can be challenging, involving extensive documentation, understanding cross-country cultural nuances, adhering to trade regulations, and managing logistics. Despite these complexities, numerous government initiatives and organizations – such as export promotion councils, trade bodies, and financial incentives – make the journey smoother for businesses willing to take the leap.
Building an export strategy begins with identifying target markets based on demand for your product or service. It also requires cultivating relationships with overseas buyers, ensuring product compliance with international standards, and leveraging platforms like trade fairs, business delegations, and online marketplaces to establish a presence.
With the right support system, such as government-backed schemes like Make in India and export incentives, businesses can overcome barriers and thrive globally. Exports not only fuel growth but also position companies as global players, contributing significantly to India’s reputation as a leading manufacturing and service hub.
@NeoPro Sales, we help our clients with all the above…Talk to us +91 9820210109