Three Strategies
to Accelerate Sales Growth
By Brad Harker, Author and Sales Growth Advisor
S
elling has evolved drastically over the last few decades. Innovation has shifted both what we sell and how we sell it. With such a rapid pace of change, it can be easy to complicate your sales process in an effort to stay competitive. Sales revenue is the lifeblood of your business, and in the words of Heraclitus, “The only constant in life is change.” Given the fact that even the most finely tuned sales systems develop bottlenecks and inefficiencies, here are three strategies to accelerate sales growth and boost revenue in 2021:
1. Sell value over features. “Nothing happens in business until something gets sold.” – Thomas Watson Improving customer engagement might be the most effective way to boost sales growth. With so much noise vying for your customers’ attention, you need to be compelling! Let’s quickly recap two important rules of selling: Rule #1: The product or service you offer isn’t as significant as the value it creates for your customer. Your customer doesn’t care who you are or what you offer unless and until they can clearly see the value it provides for them. Rule #2: The value your product offers must be greater than the perceived cost. As value exceeds cost, urgency and demand increase as well. Challenge: Does your current messaging strategy focus on product features or customer challenges? What is the value your solution creates for your customers? How does it solve their problems? Ask existing customers to share the value they have gained from your solution. Use this content to test new messaging strategies.
28 Southern Utah Business Magazine :: Fall 2021
