Learn 5 innovative and strategic steps for your company to leverage sales

In an increasingly dynamic and competitive market, medium and large companies face the constant challenge of optimizing their sales initiatives to ensure sustainable growth and overcome competition. The complexity of operations and the expanded reach of these companies require sophisticated and well-structured approaches to leverage sales effectively, that is, productive, efficient and quality. Identifying and implementing tested and proven practices is essential to improve business performance and maximize return on investments. 

From detailed market analysis to sales team empowerment and the incorporation of advanced technologies, each aspect or element plays a crucial role in building a robust sales pipeline and creating a differentiated value proposition.

Max Bavaresco, founder and CEO of Sonne, consulting company specialized in developing and implementing strategic planning, highlights the 5 main steps to leverage sales of medium and large companies, focusing on growth and relevance in the market. Check:

1 Develop a clear and unique value proposition: value proposition is both an aspect of business strategy and the core of any effective sales tactic.Successful companies can clearly and objectively articulate what makes them unique and how their products or services solve specific customer problems. In short: why should someone buy their product or services instead of what their direct competitor offers?;

2 Define a market positioning and maintain consistency: equally strategic, this aspect goes back to a combination of variables, one being constant and others may vary according to the context, audience, channel, occasion, presentation, function, among other attributes and/or differentials. It concerns the pricing, which must be consistent, that is, one cannot be the cheapest, the most expensive, or anything else at the same time or every day. Just as it is necessary to equalize the pricing with the differentials of its products and services and everything else that exists in the market”;

3 'Integre between Marketing, Sales, Identity and Management: you know that phrase in English “walk the talk”? So one of the first taglines I created in my consultancy, and that serves any company was: “making your business walk the brand you talk.” In good English: “making your brand deliver what it promises.” Communication, team, management and brand need to be operating in symphony. If one of these disciplines fails, the other has no way to compensate”;

4. Focus on what matters & customer experience: be correct and assume your mistakes, solve the problem and exceed the expectations that you generated yourself, that is, make your packaging open, your product arrive, answer the phone, solve the complaint, return the money from the canceled sale, cover the amount you announced etc. Even with all the evolution of the last decades in business terms, nothing beats the basic things, well-made”;

5 ^ Sales involves Methodology, Measurement and Discipline: the execution of the parts that make up the strategy needs to be organized, with clear processes to ensure that all involved understand their responsibilities, objectives, goals, times and movements, incentive mechanisms and cause and effect consequences. If a choice resolves the very short term, it will probably endanger the medium and long terms. What is success of initiatives, collect data and information, make adjustments, always. Understand that every day, week, month and year, everything starts again. And that financial projections almost never consider regression to the average”.

Max Bavaresco says that leveraging sales in medium and large companies requires a strategic and multifaceted approach that goes beyond conventional practices. “By adopting an in-depth analysis of the market, refining the value proposition, investing in team empowerment, using advanced technology and aligning marketing and sales, companies can create a solid foundation for sustainable growth.The ability to adapt to change and constantly innovate is also essential to maintain the competitiveness of”, stresses the strategist.