Do you want to accelerate your growth strategy and planning?
Take a look at Starbuck’s and Dunkin’ Donuts. Both companies are wildly successful posting billions in sales. What is the same about what they do?
Coffee – people want to get a cup of coffee.
That’s where the similarity ends in the sales process and both companies have invested in understanding the Steps of the Buy and marrying the Steps of the Sell to the Buy. This creates the Steps of the Sale which they repeat over and over again millions of times per day across the world.
How often do you see a Starbuck’s commercial on TV vs. Dunkin’ Donuts? But they both sell cups of coffee, why are they not doing what the other does to reach the customer.
Both companies have invested time, money, and resources in understanding THEIR Steps of the Sale and have built their entire sales process around it. The mission, vision, values, purpose, and goals of the company match the process. Their marketing efforts are built around how they touch their customers and drive industry verticals while understanding their competition. Their talent management is vastly different if you have ever been in their stores. The systems that run the business are also unique.
So what is it that you sell? Do you understand the sales process intimately for your customers and company? Who are you, Dunkin’ Donuts or Starbuck’s?
Sales Audits do for small business what Starbuck’s and Dunkin’ Donuts do for their big business. The results are minimally a 30% increase in revenue in a year for that sweet spot of $10 million and under.
Contact Mary Erlain to learn more about growing your company beyond what you could imagine possible.
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