Welcome to the Small Business Guide to Sales
You may have an incredible product, a stellar marketing team, and the greatest value proposition that ever was, but without a solid approach to sales, you don't have a business. Taking a holistic approach to sales, integrating the sales and marketing teams, and empowering your salespeople to be involved throughout the customer journey will allow you to establish a strong customer base and to keep them coming back and referring others for years to come.
Full table of contents
Sales and Marketing explained
Since the dawn of business time, there's been a perceived rivalry between the sales and marketing departments. Marketing teams attract the business, but sales teams close the deal and get the glory. It doesn't have to be that way; you can create a sales and marketing approach that brings the two teams together, keeps everyone happy, and leads to healthier returns.
- How to Integrate Sales and Marketing to Grow Your Business
- Marketing Materials - The First Rung on the Sales Ladder
- 5 Copywriting Tips That Will Explode Your Sales
- 5 Must-Have Elements of Every Small Business Landing Page
- How to Get Sales and Marketing on the Same Page
- Turning Appointments Into Sales
- Digital Marketing Bootcamp: Sales and Marketing Alignment
- What is the Meaning of Sales & Marketing and Their Advantages?
Outbound vs Inbound
Outbound sales and marketing tactics are about interruption: the television spot, the cold call, the billboard ad. You're putting your business out there for anyone to encounter and hoping that it generates leads and sales. By contrast, inbound lets the prospects come to you. Tactics like social media, paid online advertising, and subscription-based emails allow customers to find you on their own terms. There are pros and cons to each approach and a lot to learn about how to use them most effectively in tandem.
- Inbound vs Outbound Marketing
- Why You Need Inbound for Outbound Marketing and Vice Versa
- How to Get the Right Mindset for Prospecting and Sales
- Involve Your Prospect in Their Story to Ignite Inbound Selling
- How Content and Sales Work Together: Beyond Inbound
- Inbound or Outbound Sales: Which One Should You Focus On?
Sales as part of the customer journey
Building an effective approach to sales is about more than just supporting that first transaction with a customer. Sales should be incorporated into all phases of the customer journey, from the moment a prospect first encounters your brand to the time they make their hundredth purchase or refer their twentieth friend.
- How to Add Sales to Each Stage of the Customer Journey
- Designing the Perfect Sales Process
- The Role of Sales Materials in a Digital World
- How to Increase Your Sales Without Having to Find New Customers
- Getting More Sales With the Buyer's Journey
- Marketing + Sales: The Customer Experience Journey
- Why Customer Journey Mapping Should Start With Your Sales Team
Sales training options
Not everyone is a natural born salesperson. There's a lot to be learned about the best approach to sales and a lot of training options available to you and your team. Understanding your business's needs, your team's strengths and weaknesses, and where to go for the best educational materials are all part of empowering your sales team to be its strongest and most successful self.
- Sales Training Options to Help Your Small Business Succeed
- Tackling the Sales Aspect of Being an Entrepreneur
- 7 Obligations of the New Sales Manager
- Four Ways Marketing Can Become a Sales Hero
- The 25 Best Sales Training Programs for Every Budget and Team
- 12 Sales Training Techniques to Build an Unstoppable Sales Team
- 13 Winning Sales Training Techniques
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