Arm Your Team with a Sales Playbook for a Winning Strategy

What is it?

A “sales” playbook contains descriptions of all the plays and strategies used by a team, often accompanied by diagrams issued by players for them to study and memorize before the “season” begins.

What does it do?

Together, we help you capture the knowledge of your sales team, add strategic best practices, and place all of your information at your fingertips when you need it. We identify, collect and share winning strategies on best sales practices for your business—eliminating barriers; increasing sales. By putting your sales knowledge in a sales playbook that is available via smartphone or tablet, key information is available for your team, anytime, anywhere!

Why do you need one?

A sales playbook consolidates your sales document library in one place for compiling proposals and presentations, it optimizes your team’s sales process and customer service time with content that is accessible and relevant to the task at hand. Interactive rich multimedia and a community portal provide your team with easy access to rate, comment, and share detailed sales information in real time. Whether your team is working remotely, or located in the same office, everyone is on the same page and armed for the big game.

For more information on how to implement the sales playbook for your team, contact our team at 250.574.8800 today and book a complimentary strategy call today, or visit www.growthstrategydynamics.com.

Embrace Rejection to Maximize Business Success

In the business world, rejection can become a common result for many salespeople. Rejection is often associated with failure and other negative connotations. Utilizing rejection and embracing it as a learning tool can promote self confidence and success. It’s  about learning why you win and learning why you lose. Winning is great – we all celebrate that. However, we need to learn to alter our mindset differently towards rejection by thinking of it as a learning opportunity. Worrying too much about failing can be detrimental to business success. We believe success comes from experimentation.

It is natural as human beings to get down. You need to find means and methods to keep a positive attitude. One of our favorite quotes states that ‘you have to turn your face towards the sunshine and you won’t see as many shadows’ – it’s important to always look on the bright side.

At GSD, our team  uses positive self-affirmations and creative visualization principles to stay focused on success. Visualising success can have tremendous benefits and has been adopted by many successful people. It’s all about coaching your mind. Like any other discipline, you need to put time into it. It can help build your self-confidence, vision, energy and beliefs.  All of these notions work cohesively in building your attitude and optimism. You need to picture yourself at that finish line, or signing that agreement; You need to connect the passion. Visualizing success is more than positive thoughts. You need to visualize the steps needed in order to reach your goals. It is crucial to determine what is and isn’t working.

We translate our optimism when working with client by identifying potential market loss and substituting it with more successful strategies. Tracking progress and to fine tuning it at each stage of the sales cycle so that you can improve the results along the way is essential. That’s what we are all about at GSD—setting up systems and processes that owners and sales managers can adopt to maximize their success.

We offer business development solutions to accelerate expansion in sales and marketing. We use ongoing strategic planning to create tailored business services based on each client’s’ unique goals.

Grow Your Business: Motion Graphics That Sell!

Technological advancements are developing daily; including improvement to Internet speed, new features to social media platforms, and the ability to access digital information on-the-move with mobile devices, motion graphics are becoming more advanced as well. This means high-quality and high-resolution graphics can be used for advertising with animation and special effects. By using motion and animation, this style of audio-visual display can be used to draw in viewers to a company’s website, and focus more attention  than a simple text banner or infographic would.

Motion graphics refers to various types of graphic movements, including 3-D elements, animation, digital video, film and many others, designed to provide information through the graphic while guiding readers through a story. Motion graphics can be utilized in television and film, but have been popular in internet marketing and sales in the last few years.

Some information is too complex to present in a still image. Infographics require simplification with less detail than sometimes required. Motion graphics can display different images and use video and audio to give a bigger picture. They engage not just the eyes, but also the ears – creating a greater impact and than just a still image in the same way that an infographic is more memorable than a merely providing text or informational charts.

When created strategically, motion graphics can have a long shelf life. They also can convey motivating statistical data to prove why your customers should be using that your services or buying your products.

Motion graphics can be seen as a complete sales person with an entertaining presentation. They can also increase click through rates for

Communicating to your target audience can be challenging when trying to convey a message with lots of information – making it quite difficult and overwhelming to interpret visually. Motion graphics are a powerful tool used to communicate effectively to a large audience. By using storyboard development and possible voice-over sound, a company’s message can be conveyed in an easy-to-understand and interesting manner.

Many businesses spend hours filtering information about what they actually do, what they can deliver, and their market target. Once they distill all that abstract information down to a couple of sentences, it becomes their “unique selling proposition”. Motion Graphics helps out when a company’s proposition seems to get lost in translation on the Internet, as many things do.

To create a 30-second video commercial through a traditional film production company, a company could expect to spend tens of thousands of dollars just for production purposes. In addition to cost, information included in traditional film can become outdated and requires re filming and editing to accommodate changes. Motion graphics can be created entirely on a computer, you can produce a 30-second video much more cost-effectively and change information quickly and more often. That video could be broadcast on TV, as well as published it on a company’s website, Facebook, blogs, digital presentation, trade shows booths, and any other digital media used for marketing and sales strategies. This ensures the most exposure possible for the video.
Growth Strategy Dynamics works has a list of reputable vendors that have a solid history of providing clients with cost-effective, motivating, and effective motion graphics to promote their business. For more information on how to implement this sales tool into your marketing and sales plans, call or email us today to schedule a strategy meeting today.

Inbound vs. Outbound Demand Generation

INBOUND vs. OUTBOUND DEMAND GENERATION

We are often asked which strategy makes more sense for business development in creating demand that convert to leads – the fuel for revenue growth. There are two types of tactics – better known in the marketplace lingo as INBOUND lead generation or OUTBOUND.

The INBOUND portion refers to all types of on-line digital marketing such as search engine optimization, online media, and marketing automation systems designed to use content to generate interest in your product or service. The more traditional term is a PULL strategy.

The OUTBOUND portion refers to all types of activities that are more overt – a tactic to reach out to your prospect and may include emailing, direct mail, trade shows, direct sales and tele-sales.

In our opinion, the answer is really both. An integrated approach will yield better results when you utilize several different strategies in conjunction like a campaign. Some other determining factors include who you are targeting and what you are marketing. If you are in a B2C ( Business to Consumer ) market you will use different marketing tactics than if you are in a B2B ( Business to Business ) marketplace. A solid understanding of your cost per lead is the first function to understand which marketing and sales channel is generating the best results and engagement.

For instance, if you run an on-line ad campaign for $1,500 per month and it converts to 5 scheduled sales appointments, your on-line cost per opportunity identified is $300. Make sure to examine the same for any OUTBOUND strategies such as tele-prospecting. Which work better? It really depends on so many variables that there is no cut and dry conclusion. The key is to be measuring the ROI to determine the best channel to drum up business.

Some rules of thumb are INBOUND leads are usually more abundant, but much earlier on in the marketing cycle – so lower quality ( lower cost – higher volume – not as qualified ). Outbound often allows you to intercept a sales process already in play and due to the human interaction may be more qualified, and may convert to revenue faster ). Since you are using higher labour costs, the cost per lead is higher, but the leads are usually more qualified and will convert to revenue faster.

Since the buying journey has changed significantly in the past several years, as a marketer it is equally important to have a balanced approach to your business development using some INBOUND and some OUTBOUND so that you can determine the right strategic and tactical mix!

– Jason Cacaci, Founder and President

Interest for sales knowledge continues to grow

PRESS RELEASE

For Immediate Release

Thompson/Okanagan firms collaborate to unlock sales potential with mobile technology.

Interest for sales knowledge continues to grow as more businesses seek strategies to unplug road blocks to business growth and increased sales. 

Kamloops, BC, April 4, 2013—Growth Strategy Dynamics, a consulting firm specializing in strategies for sales growth, and justSay-IT Technical Communications, a technical communications consulting firm, announced the launch of their cutting-edge solution and collaborative effort to unlock sales potential with mobile technology. They help companies identify, collect and share winning strategies on best sales practices for business—developing a customized sales playbook that’s output to mobile. A customized sales playbook builds consistency and raises the level of success throughout your entire sales organization: it improves sales quotas, training for new product launches and quickly on-boards new staff or merged teams after an acquisition.

After 25 years as a sales executive for Fortune 500 companies, Jason Cacaci, President and CEO of Growth Strategy Dynamics, uses his marketplace insight and perspectives to help businesses grow. “We capture your sales knowledge and combine it with best practices tailored to each unique selling situation,” Cacaci said. “Using a team approach, we advise on strategies that accurately address your business’ sales challenges; detailing how and when to use them.”  Joining forces with Beth Haggerty, Principal of justSay-IT, a communications professional of over 15 years, epitomizes tag-team innovation.  A technical communicator using advanced authoring software, Beth explained, “Gathering sales information in one place, chunking it into topics and tagging with metadata in Extensible Markup Language (XML), a neutral platform, means we can output content to a variety of deliverables, including mobile devices.”  Capture your knowledge in a sales playbook where it’s searchable and accessible by smartphone or tablet—providing key sales information for your team anytime, anywhere!  (Visit: http://www.salesplaybook.ca)

Growth Strategy Dynamics (http://growthstrategydynamics.com) is head-quartered in Kamloops, BC. Organizations select them to strike the right balance between locating cost-effective internal resources and budgets to support solutions needed for growth: it’s a powerful pull between out-sourcing and going in-house, costing time and money. By choosing a best-in-class solutions provider like Growth Strategy Dynamics, ensures that the best practices are scalable, cost-effective and can be deployed without hassle: making the dynamics of growth a smooth transition from good to great.

justSay-IT Technical Communications (http://www.justSay-IT.ca) is head-quartered in Summerland, BC and provides consulting expertise on digital content management and information architecture strategies; using topic-based structured authoring and single-source publishing in XML for the web, print, desktop and mobile applications.

Media contact: Jason Cacaci, 250-574-800 | Jason@growthstrategydynamics.com