This week I was involved in a situation where a salesperson that had lots of energy, didn't seem to be reaching the success or goals expected. It was clear that the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn't being followed. The situation made me think about how easily we can slip into bad habits. In reality the salesperson may have achieved success if the clock were turned back 20 years. Back in the early years of this industry almost every business was a prospect. Every business needed the services they offered. Today, we need better hunting skills to become successful. There is tremendous opportunity in our industry with the right type of accounts. We must learn how to hunt for them and approach them successfully and then farm them for all they are worth.

B2B Sales Strategy

Most businesses that are faced with similar changes and developing any business is challenging. With s strategic approach we can locate, identify and target new customers that want our services. We essentially have two ways to generate business. One is through the process of hunting for new business and the other is farming our existing clients for new business. One truth is certain; when we focus on the customers needs, wants and desires we will achieve ours. When we focus on our needs, wants and desires, we will miss the target.

Hunting or Farming

Hunting is when we seek out new business and try to take business away from another company. The other method is to use our existing client base for referrals and references and grow through client share and vertical markets. This strategy isn't rocket science; it is fundamental to most marketing plans. It is kind of like a focus from within and a focus outside.

Hunting is harder

When it comes to hunting or farming, I think hunting is harder. You might liken it to chasing rabbits. Now, I don't know about you, but hunting for a rabbit isn't easy. They move quickly and are hard to catch. It would be easier if I knew more about the habits and patterns of rabbits. It would also be easier if they stood still and didn't change. Do you get the idea of what I am saying? Yes, our prospects change as the business and industry changes. The salesperson I was speaking of earlier was trying to do some hunting of new prospects but wasn't really hunting like he/she should. This individual was mostly giving short presentations in the field to anyone who would listen. There wasn't any real selection process and so there wasn't much hunting going on.

Activity versus strategy

Going out and making lots of sales calls without an idea of what you want, well that would be foolish! Yet, this is what many salespeople do each day. Making sales calls without an action plan isn't going to get the salesperson what he/she wants. Before we go out and make sales calls, we should have a notion of the type of account we are looking for. Think of it this way, "If we don't have a clue, anything will do".

Steve Martinez

My name is Steve Martinez and I started this business development company to eliminate sales failure. I have spent the last few decades honing my experience as a National Sales Manager, Sales Trainer, Mentor and Author of Selling. This history provides the depth of my experience and value to you as a client in the Business to Business marketplace.

I am proud to say that our innovative sales management strategies are revolutionizing sales for business to business companies. My clients are taught the advantage of building long term profitable relationships using his customized sales action plans. The results are nothing short of magical. Salespeople are able to perform twice, three times and, in some cases, ten times what they used to do before. Sales Managers enjoy the Selling Magic system as they more effectively manage and forecast sales.

I am not new to sales management, technology and sales workflow. I bring 25 years of business management consulting experience. I have been fortunate to have traveled the United States as a National Sales Manager, National Account Executive where I learned the real world lessons of sales. I've also worked for franchise organizations leading sales to a network of over 700 salespeople.

I wish I could say that sales success came easy. It didn't! I had to work at selling and learn the tough lessons. fortunately, this made me stronger and wiser. Through my experience I learned why businesses fail and why salespeople struggle in sales.

I enjoy applying these valuable lessons, focusing on teaching others how to increase sales, become more profitable using technology and following the best practices of Customer Relationship Management.

Our clients tell us, Selling Magic is a logical choice. It provides advanced business development strategies. We are certified members of the Cargill Consulting Group and the Mastermind Consulting Group. Selling Magic delivers sales management and Customer Relationship Building solutions with a suite of consulting services designed to enhance your business.

Steve is an accomplished speaker and writer for business development projects. Sales Automation, Sales Coaching and E-Marketing are his primary projects in business development.

We invite you to discover the Selling Magic approach to sales management and how Selling Magic can help you "out wit, out smart and out last, your competition."

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