A Three-Step Process To Predictable Sales

Having a process to get in front of a prospective customer without manual intervention and then genuinely helping them reach logical decisions via a diagnostic process is one of the critical assets in a small business's arsenal

- Anand Tamboli

Would you like to increase your business revenue? I haven't W heard a "no" from anyone ever. But when I ask, "Do you have a process to generate revenue consistently?" then I get a range of answers.

For most startups and small businesses I speak with, I hear one common frustration. For them, it is super frustrating not being able to reliably forecast the topline. But without a process, this rollercoaster ride will continue.

Predictable sales are the key to predictable topline and hence the growth. It also makes your valuation easier to defend or arrive at. Having this process is one of the biggest assets you can have.

What's the typical process?

For most people, networking and advertising seem to be obvious answers. This is why we all have seen people jumping to sell each other at networking events, including conferences, or other meetups. Unfortunately, it is not only tacky but also ineffective.

How many of us pay attention to advertisements or not skip them? It is evident that people don't like watching ads, unless forced to do so.

So, if networking doesn't work, ads don't work either. Then, what works? How do you make sales work, let alone make it predictable?

The first step to making sales predictable

Customers don't just go to a shop or an online store and buy things. In most cases, a lot goes on before that step occurs. And to understand that we have to understand the customers' journey as a whole.