Good sales the first step for any business, and many people are wondering how to get more sales. A few weeks back, I was in a meeting with a large multi-national company for a client and one of the first things the main contact at the multi-national company said was, “Our entire business is based on the sales of goods, not production, not supply, not technology. If we don’t sell goods, we don’t have a business”. All I could think was, finally, someone gets it!
Without Sales, Without Revenue, There is no Business
Our website states, “In the absence of revenue there can be no profit”. What else is there to say? I have been to business school, I have done my Executive MBA, and it seems to me that most people focus on what to do with the money, once you have it, not how to get or where to get it from and I don’t mean raising money in this case, I mean getting money the old fashioned way, selling something people want and are willing to pay for.
Sales is Overlooked
Sales seems to be often overlooked in companies and is also one of those jobs that everyone feels is relatively easy and they could do themselves.The reality of its, sales is not rocket science, but it takes a plan, a process, an ability to listen to client need and business pain, the positioning of your product or service to meet that need and then a whole lot of follow up and perseverance.
Have the End in Mind
We often find a lot of small companies we work with focus too intensely on R&D for too long and don’t focus on sales and then run out of runway. Other companies rely too heavily on channel parters to sell their good sand when the sales don’t materialize quickly, they aren’t sure why. At the end of the day, whether you are developing software or creating a green technology, you need to keep in mind early on who will buy this, why they will buy it, how much they will pay for it and how you’re going to sell it. These questions, although simple, are pretty hard to solve and will take in many cases repeated efforts to get it right. What I am trying to say here is, have the end in mind, in this case revenues and sales. Without them, you have no business.
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