How Selling Strategies Can Benefit Your Business

August 25, 2023
4 minutes to read
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Sales are the core of your business, but you need more than a sales team to ensure sustainability. To make the sales you need to thrive in your industry, you need to make sales cost-effectively, and this requires selling strategies. Before you know it, January will be here! With this being said, it is time to take a look at your sales strategy and review the wins, losses, and everything in between. By examining your strategy for the next year, your team will be influenced to stay on track to meet your goals and enhance potential opportunities. If you are finished planning or just beginning, listed below are three tips to keep in mind when developing your 2023 sales strategy.

  1. Creating meaningful sales territories 
  2. Targeting the right people with purchasing power
  3. Demonstrating a clear value proposition

The most crucial factor in sales success, which happens before a meeting is even booked, is your sales territory plan. First, you must define your larger sales goals by starting with the big sales numbers and then working your way downwards. This will be by beginning with your annual goal and then breaking it down into quarters, months, and even weeks. Secondly, you must dissect your piece of the pie. For business-to-business sales, this could be business type and size, departmental function, or roles within the organization. For business-to-customer sales, you can segment based on demographic, psychographic, behavioral, and geographic information.

Defining your market lets you paint a clear picture of who your customers are. Third, review which customers have traditionally been easy to sell to and/or have seen high levels of success with the product. This will help you prioritize those leads and similar accounts. Fourth, categorize your sales representatives by their skills and experience to where they’ll make the biggest impact and achieve the most success. Fifth, this is where you begin to start assigning accounts to certain reps. Lastly, there is always room to improve your plan so step back and look at your plan objectively to make sure it makes sense.

After you have defined your sales territories, targeting the right people will help you maximize the potential response rate and drive high-value conversations. You’ll want to know who the key decision-makers and executives are in the facilities you’re targeting to do so. Leveraging intelligence from multiple perspectives empowers you to effectively align your messaging to your prospect’s needs for a more meaningful sales conversation. 

What Is a Selling Strategy?

By definition, a strategy is “a plan of action or policy designed to achieve a major or overall aim.” So, a selling strategy is an intentional, well-thought-out approach to how you are going to get more clients, sell more products, and encourage repeat buying and up-sales so that your company can get an edge on the competition and grow.

Selling strategies must be tailored to each business and each business’s unique goals. They may include:

  • Flash sales or promotions
  • Cultivating relationships with high-value leads or previous buyers
  • Campaigns launched on new or novel platforms
  • Enhancing e-commerce capabilities and offerings

There is no one-size-fits-all strategy (that’s why it’s a strategy, not “just sales”). To find what will work best for your company, you must know your product, know your UVP and know your audience. There is simply no way to develop a successful selling strategy without that information. But, once you have done the homework and developed a strategy, you should see the benefits.

More Sales. Period.

If you have developed a selling strategy that effectively:

  • Inspires trust between your sales representatives and your customers…
  • Shows your audience how your product or service solves their problems…
  • Communicates the short- and long-term benefits of investing in your product or service…

…then you should see more conversions, plain and simple.

Of course, you need to set realistic timelines for when you will see increased sales. If your relationship-/trust-building campaign is a lengthy one, it could take six months or more to see increased revenue. If you are focusing on existing satisfied customers, you will probably see results much sooner.

Higher ROI

More sales will generate more revenue, but when you can do that and minimize sales operations costs, you also get the benefit of higher gross profits.

A successful selling strategy allows your sales team to make more of an impact with less time and fewer resources—i.e., less trial and error, less wait and see, less unnecessary printing or fruitless networking or convention appearances, etc.

How Do I Develop a Killer Sales Strategy in 2023?

No business can pass up the benefits of a customized selling strategy, and there is no reason you need to since the help you need is just a click away. Sales Focus Inc. offers the services you need to get the desired sales results. Contact us to learn more about how we can help you develop a selling strategy that will be the best in 2023, and even create the sales team to execute it.


Your business’s value proposition is arguably the most important element of your marketing message. Demonstrating a clear value proposition to your clients will show them that your business can weather economic storms. When developing your value proposition statement, don’t be vague regarding information to your client, do not offer promises your brand cannot keep, and always remember your competitors are not far away when your client needs a quick and convenient alternative.

As you assemble your 2023 sales strategy, it’s important to remember that there is no one-size-fits-all solution. Looking back on the past two years, your business strategy needs to be composed accordingly. Prepare your company against whatever may come and expect solid growth in return. By following the three tips explained above, your company will have a better grip when developing your sales strategy.