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ACTURA's sales methodology is a cycle divided into five steps:
Market validation
ACTURA's validation process aims to understand the needs of existing or potential markets in order to set realistic and achievable revenue targets. We review current marketing materials and messages. If we think changes or new materials are necessary, we explain why and how they will help refine the client's sales message.
This phase gives new clients the opportunity to test the waters before making a longer-term agreement. If you like what you see, we move on to the next step.
Prospect intelligence
ACTURA profiles current and prospective customers in the target market. We contact them to gauge their needs and which of the client's products or services are best suited to them. This allows sales people to focus their efforts on the right customers and sell them what they're looking for. We also send customers any information they request.
Sales generation
This is where we qualify the most positive leads and ensure they keep our clients' products top of mind. The key to ACTURA's sales generation method is understanding when and how often to contact customers to fit in with their buying cycles. We identify which clients will be making decisions in the next month and which products they are most likely to be interested in. We contact them, send out marketing collateral and arrange meetings with potential buyers.
Active selling
Selling effectively means having the right sales plan, people and processes. It requires speed to market, scalability, quality of representation and a low cost of client acquisition.
We can provide all the required people and processes to take over an existing sales area or help to open up a new market, allowing you to focus on running your core sales business. This provides a speed to market most companies just can't achieve on their own. We can very quickly design, build, train and deploy a successful sales function.
Sales management
Here's where we close the loop. ACTURA can assess your organisation's sales processes and identify ways to improve performance. We do this by:
- Evaluating the effectiveness of existing sales processes
- Understanding what your sales priorities should be
- Developing an action plan to improve these processes in the future
We can custom build a sales process to fit your company's needs, empower and improve the effectiveness of your sales staff and boost revenues
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