How do you increase sales if you have lost sight of your vision – the ‘how and why’ you are selling?
For 18 years I’ve worked with businesses of all sizes, stage of growth and across different markets. One thing in common? The desire to maximize sales, shorten the sales cycle, excite and engage their marketplace – and create a bigger impact.
Yet sometimes companies may be on the brink of marketing-self-sabotage — where marketing and sales initiatives undermine or delay sales — and they don’t even know it.
One of the symptoms of this is when a company doesn’t lead (by which I mean consistently act with a deliberate direction) from their vision.
Your company exists for a reason. There’s an underlying vision of what it wants to change in the world or in people’s lives; there is an impact the founder of the company envisaged. Yet companies lose track of this and stop leading from their vision.
I like to ask companies about their vision right up front, and it’s surprising how many people within a company — sometimes even founders — aren’t crystal clear on their vision, and how inconsistently the vision is articulated, with so many different answers. Get clear on your vision, share it with your company and then lead from it — not just in terms of management, but in terms of positioning and marketing.
Do you believe in your vision and act in ways that constantly and consistently support it? Does every part of your business reflect your vision – from the way you communicate to your market, to the way you articulate your sales cycle, to the way you treat your staff? Are you acting on, reinforcing and underpinning the vision every single day ?
Help your prospects and your communities understand why your company exists and make it easy for them to engage with you. Build your vision into your working practices. Remind and inspire your co-workers. Because if you’re not clear and engaged on the vision, then no-one else is going to feel part of it.
If you are looking for fresh inspiration on how to accelerate and reinvigorate your sales cycle then join us for our FREE Sales Mastery webinar on August 25. You will learn more about how a shift in attitude and a killer sales plan can dramatically and immediately boost your sales conversions. We look forward to you joining us!