C3X Sales Development Solutions – The Core Strategy For Growth
The C3X Sales Development Solutions is the cornerstone strategy to achieve business sales growth.
C3X Sales Development Solutions consist of 3 integral and interdependent models of client communication designed to create the type of sales development influence to benefit your own sales development goals. Each model supports the phases of the client buying journey.
:: C3X Sales Development Solutions ::
:: Client Buying Journey
The Client Buying Journey provides a clear pathway to understand the decision process every client engages in when considering a service to satisfy an answer to a challenge.
:: C3X Business Development
The C3X Business Development system consists of 3 specific and interdependent stages. Each stage focuses on achieving the key outcome required for business growth.
:: C3X 'Trusted Advisor' Strategy
The C3X 'Trusted Advisor' Strategy works within the process of coaching clients from their challenge through to their desired solution. C3X enables influence to build trust.
Sales Development Solutions for Business Growth Using 'LinkedIn'
Business growth for every business is the ideal outcome. Because revenue increase is tied directly to business growth, the important question is "What type of business growth do you want?". In answering this question you also need to consider the type of communication platform that is the most suitable and widely accepted to invite engagement for your market.
TOPO recently reported the increase of 6 additional contact touch points to achieve engagement with a prospective ideal client. This increase brought the total to an average of 16, up from 10.1 the previous year.
LinkedIn as a key sales development strategy was added into the original structure of sales development. This meant the inclusion of a third system to complement voice and email as a strategy to contact and engage ideal clients looking for a solution. The result was an increase of 22% more 'sales development opportunities' to discuss the company's service, and resulted in an increase of new business with the same period of time by 30%.
Including LinkedIn within the sales development solutions achieved a marked improvement.
Utilizing LinkedIn within the sales development solutions required a fresh approach to how LinkedIn could be used as a resourceful tool to initiate and engage the 'leadgen' stage of the C3X Sales Development Solutions Strategy.
How To Use LinkedIn Correctly For LeadGen
The strength of LinkedIn is its ability to facilitate professional networks between people within the standard SIPOC business growth model. The SIPOC model enables a business to see all connected parties involved within the sales development opportunity and emphasizes the preference of the client in how they want to interact with the business.
LinkedIn is a commerce-friendly professional networking and ideal sales development solution platform.
This requires a well thought through strategy of working within the LinkedIn environment to initiate and nurture the connections with Ideal Clients found within this network, and support their natural client buying journey progress with a relationship and 'results in advance' approach.
The C3X Sales Development Solutions Strategy Accomplishes This...
By combining a professional consultative style sales development approach and integrating the lead generation functions of the LinkedIn community, I developed the LinkedInPRO system to satisfy the ideal lead generation outcomes required to build a robust and sound business sales development system.
1/ The Client Buying Journey
The Client Buying Journey is a model to understand the natural decision sequence your ideal client takes from the time they become aware of your service, to the time they become advocates for your service. The 3 major phases are consideration, conversion, and commission.
By understanding your ideal client's buying journey, you better position your communication about your service in a structure that aligns with how your ideal client naturally considers and makes decisions about engaging your service as a paying client.
2/ C3X Business Development
Business development is structured into 3 distinct stages: lead generation, sales development, and referral marketing. LeadingPOINT's C3X System aligns the Client Buying Journey with Sales Development seamlessly so that your business development efforts support engaging your ideal client along with the Client Buying Journey naturally.
The C3X System enables you to achieve your lead generation goals of more interested, qualified leads occurring in the consideration phase of your ideal client's buying journey. The phases of business development assist you to know what activities you need to engage with to support the outcomes of the phase of business development you are working within.
3/ The C3X 'Trusted Advisor' Strategy
Clients today are basing their decisions to invest in your service on your ability to create trust within the discovery and learning about your service. You may have a great service, but if you are unable to build trust and security in what your service will deliver - from the time you engage your prospective client to the time your services are being considered for purchase - then that lack of confidence and trust in you and your brand will position you amongst other competitors.
Defining yourself away from the competition to stand out as a service of choice to your ideal client market is what 'The Trusted Advisor' strategy is designed to do. Undergirding the C3X Business Development process and the Client Buying Journey is the Trusted Advisor Strategy and the learning you gain on how to do this naturally and effectively with every prospective client.
The Client Buying Journey Underpinning The Sales Development Solutions Strategy
It is vital to ensure any Sales Development Solutions Strategy incorporates alignment with the Client Buying Journey. While Sales Development outcomes can be modified, and the process steps can be changed, the constant for your Ideal Client is the buying journey they will undertake to achieve their ownership goal.
Therefore it is necessary to work your Sales Development Solutions Strategy to support the Client Buying Journey and make it as seamless and as certain to your Ideal Client's experience throughout the journey. This way, you virtually guarantee the consistent development of trust through creating experiences of rapport that reflect your Ideal Client's preferences for how they want to engage in assessing your service or product as the ideal choice.
1/ CONTACT :: Goal - Raise Awareness
The starting point of any sales development strategy is to raise awareness and create an association to a possible option for a solution.
2/ INFORM :: Goal - Create Understanding
The next important step is to ensure there is correct understanding of what your service can promise as a solution to your ideal client's specific challenge or problem.
3/ CLARITY :: Goal - Highlight Unique Distinction
One of the keys to successful sales development strategy is being able to clearly highlight your key service distinctions above what your competitors can offer.
4/ CONVERGE :: Goal - Gain Client Alignment
Once you have highlighted your key distinction(s), then being able to interpret how this will specifically benefit your client to solve their key challenge will secure committed interest.
5/ CONVINCE :: Goal - Confirm Client Benefit
Only once you have taken the time and methodically worked through the previous four steps in the C3X Sales Development Solution Strategy can you expect to gain agreement from your prospective Ideal Client of the clear benefit for their situation to solve their problem.
6/ REVIEW :: Goal - Secure Client Meeting
Now you are ready to deliver your presentation to a committed interested prospective Ideal Client. Having created pre-emptive trust and a positive expectation of how your service can benefit them, they will willingly collaborate and explore the unique benefits for their personal gain. This is a secure 'Market Qualified Lead' and ready for a meeting with you.