Tactical Sales vs Strategic Sales....and with marketing...number 10 of 12....
- Steve Fleetwood
- Aug 1
- 3 min read
Extract from our book: "The Genius Entrepreneur" - Sales Edition (now available at Amazon)...
Let’s give you a real world example from our consulting work. We were working with a NFP, that hired out apprentices for the construction industry. And worked through their Enterprise, Corporate, Business, Marketing, Functional Strategies and gave them very grounded practical and pragmatic day to day improvements.
I had been recommended to the CEO by my network, to work with and assist him, and within 2 one on one session....we were away!..Working, collaborating and weekly for 1-2 hours. The email responses he got from the board members were very positive after the first presentation.
See example below, we utilised a blend of BOS (Blue Ocean Strategy) and Traditional Strategic initiatives with a “Core Strategic” recommendation of a “Sale and Lease Back” of their property to set up their very own “Endowment Fund” (EF) with seed capital of $ 15+million. Then implement a marketing plan around this for fast growth of the EF.
After I presented this (45 minutes of non-stop talking/presenting, it took 12 weeks of research, formulation and planning) to the board (12 members), they all clapped because they’ve never seen this before (I was exhausted and spent) and just sat down on a board seat with my feet up on another seat, leaning back to indicate I was tired. It showed I was spent, finished and didn’t care too much about board room etiquette, i.e. a chip on my shoulder but showing spunk as well (I had earnt it though).
Nearly all the members came up to me privately and wanted to either get to know me better (character) or clarity (competence and strategic fit). This was a winning formula of both BOS and traditional Strategic methodology and approach.
They would be the first of their industry to have this strategic position, brand differentiation and asset in the country, that is an ever-growing income and asset base (the “EF”, we did considerable research into Yale’s and Harvard’s, my background is evaluating funds managements, investment analysis and companies value and future prospects).
The first to market! And, thus differentiated, creating innovative value for the business, the market and the industry, thus three birds with one stone. We then came up with a complete marketing plan and program around this, so, their market knew they were unique in the market and first!
See a very small extract below from the business plan (strategic plan level 2) we designed after 12 weeks working with their employees, senior staff (CEO-GM-CFO), competitors, key clients and industry research etc for new markets whilst utilising existing companies resources.
Strategic and Tactical Sales: DIG column!
Strategy level 2 | How this currently manifests itself in your organisation | Opportunities for Development, Improvement and Growth (DIG) |
Corporate (where to compete?)-business strategy (How to compete? cost leadership, differentiation, value innovation) | 1/ Excellent training methodology, systems and protocols. 2/ Current markets are: - Youth new apprentices, - State level training: online, distance and full contact. - Current NFP business and financial model with culture of NFP. - GTO labour hire margin, 3/ VET focus and expansion with blended learning Academy.
| 1/Sell Software licenses (“ABC”)- 2/ Sell Training models, 3/ National Licensing of new models, i.e. create new sub licenses to operate under the new “ABC Group” banner, 4/ National and International Training programs, 5/Future markets and creation of these, (e.g. Military Alliance) that are growth orientated. 6/ Broaden your GTO scope- 7/ ABC Campus to market nationally and internationally, 8/ Open learning Academy- (self-paced learning model). 9/ Begin Establishment of “Endowment Fund” (e.g. Harvard, oxford self-sufficiency |
Correct Marketing, Branding and Strategic Sales with Tactical Sales, is a powerful force (synergised strategic alignment) for your organisation...but first...research, analysis and correct formulation ALL integrated and aligned with your long term vision!....
Source: From the founders of Blue Ocean
We have now included "Our Portfolio" section for your perusal!...giving you our REAL World clients examples of their challenges and opportunities!...And how we quickly developed, improved and grew their company.
Look at the Business Level of your company, and, maybe you can relate and garner some insight-strategies and solutions!
Contact Star for a consult with our MBA+ consultants....for fast development, improvement, and growth in Sales, marketing, leadership, and culture.....
Our complete Edition of "The Genius Entrepreneur"-Sales Edition is in final development. With step by step instructions how to develop your own Blue Ocean Strategy, Leadership skills and new talent with many more unique insights and successful applications for Top LINE Revenue Sales generation!
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