{"id":7917,"date":"2020-07-01T16:50:41","date_gmt":"2020-07-01T23:50:41","guid":{"rendered":"https:\/\/www.ringcentral.com\/small-business\/blog\/?p=7917"},"modified":"2025-07-16T01:09:20","modified_gmt":"2025-07-16T08:09:20","slug":"sales-strategy","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-strategy\/","title":{"rendered":"10 sales strategies for small businesses"},"content":{"rendered":"<p>As a manager of a small business, your resources are limited. You can\u2019t justify hiring a whole sales team and often are doing a large chunk of your company\u2019s sales\u2014if not all of them\u2014on your own.<\/p>\n<p>Sound about right?<\/p>\n<p>As a company that\u2019s in the business of helping small companies amplify their revenue, we\u2019ve picked up a thing or two on the importance of sales strategy. So we put a list together of 10 sales strategies that actually work for small businesses\u2014or any business without the luxury of a stacked sales team.<\/p>\n<p>In this post, we\u2019ll cover:<\/p>\n<ul class=\"table-of-content\">\n<li><a href=\"#What makes a sales strategy\">What is a sales strategy? <\/a><\/li>\n<li><a href=\"#How to develop a sales strategy plan\">How to develop a sales strategy plan<\/a><\/li>\n<li><a href=\"#10 sales strategies\u2014and when to use them\">10 sales strategies\u2014and when to use them<\/a><\/li>\n<\/ul>\n<hr \/>\n<p class=\"p1\">Up your prospecting game and close more deals with these<strong> free cold calling scripts<\/strong>. \u260e\ufe0f<\/p>\n<p class=\"p1\">\n<div class=\"download-form-widget standart-download-form\" data-url=\"http:\/\/netstorage.ringcentral.com\/ebook\/cold_calling_scripts_playbook.pdf\" data-id=\"69d0d2356b20c\" id=\"69d0d2356b20c\">\n\t\t<button tabindex=\"on\"  on=\"tap:69d0d2356b20c.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\ude80 Get them now<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">Don't just touch base. Move your deals forward. Download this cold calling playbook. <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div><input type=\"hidden\" name=\"Asset_ID__c\" value=\"ODAM-01477\" class=\"download-form-input\"><\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get them now\">Get them now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69d0d2356b20c.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Happy calling!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p>\n<hr \/>\n<p><a name=\"What makes a sales strategy\"><\/a><\/p>\n<h2>What is a sales strategy?<\/h2>\n<p>A sales strategy is a company\u2019s game plan to connect their product or service with their target customer. That might sound simple enough, but there are a few nuances to acknowledge.<\/p>\n<p>For one thing, you can\u2019t simply make a target customer aware of your product\u2014you need to present your product in a way that makes it meaningful to them.<\/p>\n<p>For example, if you sell cloud storage and your target customers are businesses who work with large amounts of data, it\u2019s not enough for you to send them a targeted ad saying you sell a cloud service. It would be more powerful for you to say, \u201cWe have somewhere to store all your data to make your life easier and your systems run faster,\u201d immediately making a direct connection between your service and their business needs.<\/p>\n<p>A second thing to remember is a sales strategy plan is not a static document. It\u2019s an ever-evolving approach to the way you sell your product at a given time. Keep that in mind when reading through the 10 sales strategies later in this post.<\/p>\n<p>Lastly, a sales strategy is\u00a0<strong>not<\/strong> the same as a <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-process\/\">sales process<\/a>.<\/p>\n<p>It takes a lot of effort to <a class=\"waffle-rich-text-link\" href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/how-to-be-a-good-salesperson\/\">become a good salesperson<\/a>, but a solid sales strategy could make all the difference.<\/p>\n<p>Let\u2019s get into what it means to develop a sales strategy plan.<\/p>\n<div class=\"rc-subscribe\" id=\"new-rc-subscribe\"  style=\"background-image:url('\/us\/en\/blog\/wp-content\/themes\/ringcentral\/assets\/images\/temp\/subscribe.png')\">\n\t\t<button class=\"close js-popup-close\"><svg class=\"icon_close_mobile\" width=\"20\" height=\"20\"><use xlink:href=\"#icon_close_mobile\"><\/use><\/svg><\/button><\/p>\n<div class=\"rc-subscribe__wrapper\">\n<div class=\"rc-subscribe__wrapper_text\">\n<h3 class=\"rc-subscribe__title h2\">Stay informed with RingCentral<\/h3>\n<div class=\"rc-subscribe__subtitle\">Subscribe to our emails for the latest blogs, events, and exclusive content on AI-powered communication solutions. Stay ahead with insights and tips from the leader in trusted AI communications.<\/p>\n<p>\t\t\t\t\t<a href=\"https:\/\/www.ringcentral.com\/legal\/privacy-notice.html\" target=\"_blank\" data-dl-name=\"Privacy Notic\" data-dl-element=\"link\" data-dl-additional-info=\"social\" rel=\"noreferrer noopener\">Privacy Notice<\/a>\n\t\t\t\t<\/div>\n<\/p><\/div>\n<div class=\"rc-subscribe__wrapper_form\">\n<form class=\"\" data-event-init=\"true\" novalidate data-js-form>\n<div class=\"rc-subscribe__row\">\n\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\tname=\"email\"\n\t\t\t\t\t\t\t\tplaceholder=\"Email address *\"\n\t\t\t\t\t\t\t\ttitle=\"Must be valid email. example@yourdomain.com\"\n\t\t\t\t\t\t\t\tminlength=\"4\"\n\t\t\t\t\t\t\t\tmaxlength=\"255\"\n\t\t\t\t\t\t\t\ttype=\"email\"\n\t\t\t\t\t\t\t\trequired\n\t\t\t\t\t\t\t\tpattern=\"[a-z0-9._%+\\-]+@[a-z0-9.\\-]+\\.[a-z]{2,}$\"\n\t\t\t\t\t\t\t\tclass=\"field__control\"\n\t\t\t\t\t\t\t\tautocomplete=\"on\"\n\t\t\t\t\t\t\t\taria-required=\"true\"\n\t\t\t\t\t\t\t\tdata-dl-events-hover=\"true\"\n\t\t\t\t\t\t\t\tdata-dl-element=\"email\"\n\t\t\t\t\t\t\t\tdata-dl-additional-info=\"LET'S WORK TOGETHER\"\n\t\t\t\t\t\t\t\taria-label=\"Email address *\"\n\t\t\t\t\t\t\t\taria-errormessage=\"email-subscribe-errors\"\n\t\t\t\t\t\t><br \/>\n\t\t\t\t\t\t<span class=\"field__errors\" id=\"email-subscribe-errors\" data-js-form-field-errors><\/span>\n\t\t\t\t\t<\/div>\n<div class=\"rc-subscribe__row\">\n\t\t\t\t\t\t<select\n\t\t\t\t\t\t\t\tname=\"Country__c\"\n\t\t\t\t\t\t\t\trequired\n\t\t\t\t\t\t\t\tclass=\"field__control\"\n\t\t\t\t\t\t\t\taria-required=\"true\"\n\t\t\t\t\t\t\t\taria-expanded=\"false\"\n\t\t\t\t\t\t\t\taria-label=\"Country *\"\n\t\t\t\t\t\t\t\taria-errormessage=\"country-subscribe-errors\"\n\t\t\t\t\t\t><option value=\"\" disabled=\"disabled\" selected=\"selected\">Country<\/option><option value=\"Canada\">Canada<\/option><option value=\"United_States\">United States<\/option><\/select><\/p>\n<p>\t\t\t\t\t\t<span class=\"field__errors\" id=\"country-subscribe-errors\" data-js-form-field-errors><\/span>\n\t\t\t\t\t<\/div>\n<div class=\"rc-subscribe__row\">\n\t\t\t\t\t\t<button type=\"submit\" data-event-init=\"true\">Subscribe<\/button>\n\t\t\t\t\t<\/div>\n<\/p><\/form>\n<\/p><\/div>\n<\/p><\/div>\n<div class=\"confirm-form\" role=\"status\" aria-live=\"polite\" style=\"display: none;\" aria-hidden=\"true\">\n<div class=\"confirm-form__text\">Thank you for your interest in RingCentral<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<p><a name=\"How to develop a sales strategy plan\"><\/a><\/p>\n<h2>How to develop a sales strategy plan for your small business<\/h2>\n<p>There are tons of tips out there on how to make sales, but not all of them are going to work for any business. To have an effective sales strategy plan, you need to understand what will work and what won\u2019t for your unique business model.<\/p>\n<p>Below we\u2019re going to cover 10 different sales strategies, including what they are and when to use them so you can pick the right ones to make up your own sales strategy plan.<\/p>\n<p>Remember: a sales strategy plan is an ever-evolving concept. When developing yours, just focus on what your business needs right <i>now<\/i>. You can (and should) develop this plan as your business changes and grows.<\/p>\n<p><a name=\"10 sales strategies\u2014and when to use them\"><\/a><\/p>\n<h2>10 sales strategies for small businesses<\/h2>\n<p>Ready? Here they are:<\/p>\n<ol class=\"table-of-content\">\n<li><a href=\"#Build a pipeline of quality leads\">Build a pipeline of quality leads<\/a><\/li>\n<li><a href=\"#Sell to existing customers\">Sell to existing customers<\/a><\/li>\n<li><a href=\"#Do your research\">Do your research<\/a><\/li>\n<li><a href=\"#Set a goal for each contact\">Set a goal for each contact<\/a><\/li>\n<li><a href=\"#Think win-win\">Think win-win<\/a><\/li>\n<li><a href=\"#Keep following up\">Keep following up<\/a><\/li>\n<li><a href=\"#Use a communication tool that manages itself\">Use a communication tool that manages itself<\/a><\/li>\n<li><a href=\"#Make signing paperwork easy\">Make signing paperwork easy<\/a><\/li>\n<li><a href=\"#Prioritize your prospects using lead scoring\">Prioritize your prospects using lead scoring<\/a><\/li>\n<li><a href=\"#Keep your contact list up to date\">Keep your contact list up to date<\/a><\/li>\n<\/ol>\n<p><a name=\"Build a pipeline of quality leads\"><\/a><\/p>\n<h3>1. Build a pipeline of quality leads<\/h3>\n<p><b>Best for: small businesses struggling to get (good) leads.<\/b><\/p>\n<p>Get this: on average, sales reps spend up to 40%<sup>1<\/sup> of their time just searching for people to try and sell to. Not exactly the most efficient use of time.<\/p>\n<p>That&#8217;s where building a pipeline to generate leads for you comes in.<\/p>\n<p>Investing in lead generation will eliminate (or at least drastically reduce) the time you spend searching for leads and instead bring them to you, saving precious time and already limited resources.<\/p>\n<p>Here are some examples of lead generation tactics:<\/p>\n<ul>\n<li>Have a contact form on your website that captures leads\u2019 names and email addresses. Use <a href=\"https:\/\/verified.email\/\">email verification tools<\/a> to clean your list and reach real, active contacts.<\/li>\n<li>Advertise online (e.g., Facebook, Google, LinkedIn).<\/li>\n<li>Run a coupon deal.<\/li>\n<li>Host a webinar.<\/li>\n<li>Invest in content marketing (like a blog or email newsletter).<\/li>\n<\/ul>\n<p>If you constantly have a pipeline of quality leads coming in, you&#8217;ll be able to shave time off your sales cycle and use that time instead to actually make sales.<\/p>\n<p><a name=\"Sell to existing customers\"><\/a><\/p>\n<h3>2. Sell to existing customers<\/h3>\n<p><b>Best for: small businesses with a large number of existing customers who they can upsell or cross-sell.<\/b><\/p>\n<p>Studies have shown that, on average, it&#8217;s about five times more expensive<sup>2<\/sup> to acquire a new customer than it is to sell additional services to an existing customer.<\/p>\n<p>Obviously, this doesn&#8217;t mean only sell to existing customers. To grow, you\u2019ll always need to gain new customers. The key is not to forget about the customers you already have.<\/p>\n<p>Say you&#8217;re releasing a new product, piloting a new service or feature, or just planning some sort of business switch. Your existing customer base is an excellent place to test it. Not only is it less expensive to sell to existing customers, but it\u2019ll also show them you&#8217;re still interested in doing business together. Plus, because you\u2019ve already established a <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/customer-relations\/\" target=\"_blank\" rel=\"noopener noreferrer\">relationship<\/a> of mutual trust and value with them, it\u2019s often easier to sell to your existing customers as well.<\/p>\n<p>Here are some examples of what this could look like:<\/p>\n<ul>\n<li>You sell gaming hard drives and run a promo just for your existing customer base offering them $10 off the latest version to upgrade.<\/li>\n<li>You sell <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/project-management-tools\/\" target=\"_blank\" rel=\"noopener noreferrer\">project management software<\/a> and are about to introduce a more premium tier to your product model. Take a look at your existing customer base, choose the highest-spending ones, and shoot them an email or phone call asking if they&#8217;d be interested in switching to your newest plan, which could be more fitting to their team.<\/li>\n<li>You sell cloud storage. Reach out to your existing customers who frequently reach or exceed their storage limit and offer them more capacity at a good rate.<\/li>\n<\/ul>\n<p>Note that all of these examples are beneficial for both the customer and your business. (Win-win.)<\/p>\n<p>The key to selling to existing customers is that you first need a detailed log of their relationship with you so that you know precisely <i>which <\/i>products or services to upsell or cross-sell them on. Ideally, you\u2019d have a communication tool or <a href=\"https:\/\/www.ringcentral.com\/outbound-contact-center.html\">outbound contact center platform<\/a> that lets you call and message these folks right from that database:<\/p>\n<p><center><iframe style=\"padding-top: 10px; padding-bottom: 20px;\" src=\"https:\/\/www.youtube.com\/embed\/bAaEj0aBBPA\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\" sandbox=\"allow-same-origin allow-scripts allow-presentation\"><\/iframe><\/center><br \/>\n<a name=\"Do your research\"><\/a><\/p>\n<h3>3. Do your research<\/h3>\n<p><b>Best for: small businesses looking to increase their prospect response rate.<\/b><\/p>\n<p>Ever started writing a detailed email to a prospect but the effort seemed like a total waste of time, so you scrapped it and sent a quick, generic one instead? What\u2019s the point? After all\u2026 they might not even reply.<\/p>\n<p>If this sounds familiar, you could be doing your business a huge disservice.<\/p>\n<p>Taking the time to write those well-researched emails could be the game-changer to your close rate and save you a lot of time in the long run.<\/p>\n<p>Here\u2019s why.<\/p>\n<p>Say you\u2019re on the <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/b2b-sales\" target=\"_blank\" rel=\"noopener noreferrer\">sales team in a B2B business<\/a>. If you take the time to do<a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-process\/#8%20essential%20steps%20in%20a%20successful%20sales%20process\" target=\"_blank\" rel=\"noopener noreferrer\"> a bit of research<\/a> before reaching out to a prospect like the name of their company, who their competitors are, and if there are any industry problems or trends they\u2019re currently facing, you\u2019ll be able to paint a picture of exactly how and why your product or service would be right for them based on this information.<\/p>\n<p>You can then share this picture with your prospect in an email, making it worth opening. Get them to open it<sup>3<\/sup> with a compelling subject line that includes their name or company name. They\u2019ll be more likely to read it and take you seriously enough to respond, since you clearly know your stuff. Plus, there\u2019ll be less need for back-and-forth since you won\u2019t be scrambling to figure out their situation on the fly, meaning a lower chance of losing them in the meantime.<\/p>\n<p>Another huge benefit of doing your research beforehand is you&#8217;ll be able to come up with well-thought-out rebuttals for any objections your prospect may throw at you.<br \/>\n<a name=\"Set a goal for each contact\"><\/a><\/p>\n<h3>4. Set a goal for each contact<\/h3>\n<p><b>Best for: small businesses who try to close too hard, too fast with little success.<\/b><\/p>\n<p>Maybe you have a beautifully polished leads list. Before you call or email any of them, you&#8217;re going to want to have a goal for that interaction. And then repeat this process for every interaction after that.<\/p>\n<p>When you\u2019re coming up with these goals, think of them as incremental steps towards your ultimate goal of closing the sale. A good goal will benefit both you and your prospect, making both of you want to continue the sales process. Just what this goal is should depend on where your prospect is in the sales cycle.<\/p>\n<p>For example, say your prospect is in the initial contact stage of the sales cycle. Your goal at this point could be to get them to agree to set up a time for a call. If they&#8217;re in the qualifying stage, your goal could be to confirm they have the purchasing power to buy from you.<\/p>\n<p>This strategy will make the overall sales process less intimidating for both you and your prospect as you\u2019ll be gradually warming them up versus hitting them with a sales pitch and trying to close them out the gate\u2014which will make them that much more likely to seal the deal.<br \/>\n<a name=\"Think win-win\"><\/a><\/p>\n<h3>5. Think win-win<\/h3>\n<p><b>Best for: small businesses that find their prospects to be highly resistant to their product or service, despite the fact it can benefit them.<\/b><\/p>\n<p>If you\u2019ve read <i>The Seven Habits of Highly Effective People<\/i>, you know that the fourth habit Stephen Covey talks about is \u201cthink win-win.\u201d This habit can work wonders in your <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-pitch-examples\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales pitches<\/a>.<\/p>\n<p>Win-win scenarios happen when two goal-oriented people work together to accomplish more than what they could\u2019ve done alone and both parties benefit from it. To do this, you need to think not only about what you want in a given situation but also about what the other person wants\u2014in this case, the other person is your prospect.<\/p>\n<p>If you\u2019re qualifying your leads properly, your product is truly beneficial to them and likewise them to your business. So instead of it being salesperson versus customer, which insinuates a win-lose outcome, it becomes a win-win; you and your prospect have a mutual problem and are on the same team. How can you work together to solve it?<br \/>\n<a name=\"Keep following up\"><\/a><\/p>\n<h3>6. Keep following up<\/h3>\n<p><b>Best for: small businesses that don\u2019t have a follow-up plan, or who follow up infrequently.<\/b><\/p>\n<p>If at first you don&#8217;t hear back, <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-follow-up-emails\/\" target=\"_blank\" rel=\"noopener noreferrer\">follow up<\/a>\u2014and don&#8217;t just follow up \u201cwhen you have time\u201d either. Make time.<\/p>\n<p>Studies have shown that five follow-ups is the minimum number required to close 80%<sup>4<\/sup> of sales. So getting your timing and follow-up game on point is a super important part of your overall sales strategy plan.<\/p>\n<p>Map out a <a href=\"https:\/\/instantly.ai\/blog\/sales-cadence-tools\">sales cadence<\/a> that outlines when and how you\u2019ll send each follow-up to a prospect. Then set reminders in your calendar to action these follow-ups, or better yet, <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/automated-customer-service\/\" target=\"_blank\" rel=\"noopener noreferrer\">schedule them to go out automatically<\/a> in your CRM. And don\u2019t forget about integrations. Integrate your <a href=\"https:\/\/www.ringcentral.com\/apps\/?appCategory=CRM\" target=\"_blank\" rel=\"noopener noreferrer\">CRM with your phone system<\/a> so you can call directly from your customers\u2019 profiles. For example, here\u2019s how AgileCRM links up with RingCentral:<\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/apps\/agile-crm-ringcentral\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"aligncenter wp-image-7922 size-large\" src=\"https:\/\/www.ringcentral.com\/small-business\/blog\/wp-content\/uploads\/image4-156-1024x562.png\" alt=\"AgileCRM and RingCentral Integration\" width=\"840\" height=\"461\" \/><\/a><br \/>\nAnd if you need help crafting all these followups &#8211; we don&#8217;t blame you! Check out our <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/email-subject-lines-for-sales\/\">email subject lines for sales<\/a> to get more clicks.<br \/>\n<a name=\"Use a communication tool that manages itself\"><\/a><\/p>\n<h3>7. Use a communication tool that manages itself<\/h3>\n<p><b>Best for: small businesses without a dedicated IT team or spend too much time managing their <\/b><a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/communication-tools\/\" target=\"_blank\" rel=\"noopener noreferrer\"><b>communication tools<\/b><\/a><b>.<\/b><\/p>\n<p>Imagine not having to switch between multiple applications to grab your customers\u2019 contact information, send an email, or make a phone call. We can make that happen.<\/p>\n<p>RingCentral lets you make calls and schedule <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/client-sales-meeting-agenda\" target=\"_blank\" rel=\"noopener noreferrer\">meetings<\/a> right out of your email platform (like <a href=\"https:\/\/www.ringcentral.com\/apps\/ringcentral-microsoft-outlook\" target=\"_blank\" rel=\"noopener noreferrer\">Outlook<\/a>):<\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/apps\/ringcentral-microsoft-outlook\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"aligncenter wp-image-7923 size-large\" src=\"https:\/\/www.ringcentral.com\/small-business\/blog\/wp-content\/uploads\/image5-129-1024x576.png\" alt=\"RingCentral lets you make calls and schedule meetings right out of your email platform, like Outlook.\" width=\"840\" height=\"473\" \/><\/a><\/p>\n<p>\u2026 Plus it comes with other awesome features like online meetings, business texting, team chat, and online faxing. It also integrates with your other <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/sales-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales apps<\/a> like <a href=\"https:\/\/www.ringcentral.com\/apps\/salesmate-ringcentral\" target=\"_blank\" rel=\"noopener noreferrer\">Salesmate<\/a> and <a href=\"https:\/\/www.ringcentral.com\/apps\/ringcentral-salesforce\" target=\"_blank\" rel=\"noopener noreferrer\">Salesforce<\/a>. The benefits of integrating your <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-crm-small-business\/\">sales CRM<\/a> with your communications platform can&#8217;t be overstated.<\/p>\n<p>But you don\u2019t have to take our word for it. Porch, a home service company based in Seattle with fewer than 50 employees, replaced their existing <a class=\"waffle-rich-text-link\" href=\"https:\/\/www.ringcentral.com\/call-center.html\">call center<\/a> solutions with RingCentral with stellar results.<\/p>\n<blockquote class=\"quote\"><p><i>It made sense to go with RingCentral because the administrative capabilities are there and no development is required,\u201d says Ankur Pradhan, Senior Salesforce Developer at Porch. \u201cAnd this is me, as a developer saying this, because the nature of the development is that it\u2019s always expensive.\u00a0<\/i><\/p><\/blockquote>\n<p>Not only did switching to RingCentral result in a cost savings of 25%, but it also gave them much more functionality, including an omnichannel contact center, <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/best-video-conferencing-for-small-businesses\/\">video conferencing<\/a>, and a mobile app.<\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><b>\ud83d\udcd6 Check out the full case study<\/b><\/div>\n<p>Want to find out how Porch saved a ton of cash\u2014and started working more productively? <a href=\"https:\/\/www.ringcentral.com\/whyringcentral\/casestudies\/porch.html\" target=\"_blank\" rel=\"noopener noreferrer\">See how they did it.<\/a><\/p>\n<\/div>\n<p><a name=\"Make signing paperwork easy\"><\/a><\/p>\n<h3>8. Make signing paperwork easy<\/h3>\n<p><b>Best for: small businesses that require their customers to sign documents (e.g., contracts or other paperwork).<\/b><\/p>\n<p>PSA: No one\u2014and we mean no one\u2014likes printing out physical pieces of paper, signing them, scanning them, and emailing them back to the sender. Hardly, anyone has a printer anymore. No one has time anymore. And that includes you.<\/p>\n<p>Make life easier for both of you and your customers by adding electronic document signing software like HelloSign or DocuSign to your sales arsenal.<\/p>\n<p>A huge benefit of electronic documents is many of them integrate with your existing <a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/best-sales-apps\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales tools<\/a>, which means less manual work, less time wasted, and less friction that could cause customer drop-off\u2014all signs of a great sales strategy.<br \/>\n<a name=\"Prioritize your prospects using lead scoring\"><\/a><\/p>\n<h3>9. Prioritize your prospects using lead scoring<\/h3>\n<p><b>Best for: small businesses that have a whole lot of leads, but a low close rate.<\/b><\/p>\n<p>Okay, we went over what to do if you don&#8217;t have enough leads. Now, let&#8217;s talk about what you do if you have too many. Lead scoring is a method of prioritizing your leads in order of strongest possibility to close quickly.<\/p>\n<p>The key to lead scoring is to do it before even reaching out to your leads. This way, you&#8217;ll be able to contact them in an order that makes the most sense in terms of how wisely your time and energy are allocated.<\/p>\n<p>Here&#8217;s how lead scoring works: You have a point system between 1 and 10. A score is assigned to a lead based on the value they represent for your company.<\/p>\n<p>For example, a CEO is someone who has the buying authority to make a purchase, so they\u2019d be scored a 10. On the other hand, a lower-level associate like a sales manager would get a lower score since they may not have the buying authority or will need to go through a few layers of approval, making them harder to close.<br \/>\n<a name=\"Keep your contact list up to date\"><\/a><\/p>\n<h3>10. Keep your contact list up to date<\/h3>\n<p><b>Best for: small businesses that don\u2019t have a system in place to keep their leads list fresh.<\/b><\/p>\n<p>Earlier we touched on the importance of lead quality over quantity to put your micro sales team\u2019s limited time and energy to best use. It\u2019s important to keep your list of leads up to date for the same reason.<\/p>\n<p>If you\u2019ve sent several (at least five) follow-up emails and\/or phone calls to a prospect and have yet to hear back, it&#8217;s safe to assume the lead is stale and either let them go or move them to the end of your contact list in terms of priority. The time spent calling that lead with a track record of being unresponsive could be put to better use by calling a different qualified lead or even an existing customer\u2014someone who wants to hear what you have to say. Keeping your contact list fresh like this will maximize the effectiveness of your sales efforts.<\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><b>\ud83d\udca1Pro-tip:<\/b><\/div>\n<p>This is another example of something that can be automated. A lot of CRMs have the functionality to set expiration dates for leads at which point they either get deleted or archived.<\/p>\n<\/div>\n<hr \/>\n<p class=\"p1\">\ud83d\udc40 Are you looking for some free resources? Get<strong>\u00a0free cold calling scripts<\/strong>.<\/p>\n<p class=\"p1\">\n<div class=\"download-form-widget standart-download-form\" data-url=\"http:\/\/netstorage.ringcentral.com\/ebook\/cold_calling_scripts_playbook.pdf\" data-id=\"69d0d2356b35c\" id=\"69d0d2356b35c\">\n\t\t<button tabindex=\"on\"  on=\"tap:69d0d2356b35c.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\ude80 Get them now<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">Don't just touch base. Move your deals forward. Download this cold calling playbook. <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div><input type=\"hidden\" name=\"Asset_ID__c\" value=\"ODAM-01477\" class=\"download-form-input\"><\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get them now\">Get them now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69d0d2356b35c.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Happy calling!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p>\n<hr \/>\n<h2>Examples of small companies with big sales strategies<\/h2>\n<p>Here are a couple of examples of small companies that are absolutely killing it in sales. Both of these examples are multi-million-dollar companies that employ 50 people or less.<\/p>\n<h3>Spikeball<\/h3>\n<p>Spikeball makes equipment for the volleyball-inspired sport called roundnet. Based in Chicago, the company employs only 24 people and generated an impressive $19 million<sup>5<\/sup> of revenue in 2018. When the company was first established, its CEO, Chris Ruder, would send personal notes to each customer along with their order. Since then, the company has exploded in growth and roundnet now has millions of enthusiasts around the world.<\/p>\n<p>Spikeball uses several sales strategies, but one that stands out, in particular, is their loyalty program, \u201cSpikePoints.\u201d This is their way of continuing to generate revenue from their existing base (<a href=\"#Prioritize your prospects using lead scoring\">see strategy #9 in this post<\/a>).<\/p>\n<figure id=\"attachment_7925\" aria-describedby=\"caption-attachment-7925\" style=\"width: 840px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-7925 size-large\" src=\"https:\/\/www.ringcentral.com\/small-business\/blog\/wp-content\/uploads\/image2-203-1024x769.png\" alt=\"Spike Loyalty Points Program\" width=\"840\" height=\"631\" \/><figcaption id=\"caption-attachment-7925\" class=\"wp-caption-text\">Spikeball gives customers points for completing certain actions that they can use to unlock exclusive perks and rewards.<\/figcaption><\/figure>\n<h3>Waldron Private Wealth<\/h3>\n<p>Based in Bridgeville, Pennsylvania, Waldron Private Wealth employs 50 people and generated $16 million<sup>6<\/sup> of revenue in 2018. They offer a long list of wealth management services including financial planning, trust services, and next-generation wealth planning and education.<\/p>\n<p>When you look at their website, you can see they have a solid pipeline in place to capture leads regularly, including a live chat function, contact form, and blog (<a href=\"#Build a pipeline of quality leads\">see strategy #1<\/a>). Their messaging is also very customer-centric, focusing on how they can work with you to maximize your wealth (<a href=\"#Think win-win\">see strategy #5<\/a>).<\/p>\n<figure id=\"attachment_7927\" aria-describedby=\"caption-attachment-7927\" style=\"width: 840px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"size-large wp-image-7927\" src=\"https:\/\/www.ringcentral.com\/small-business\/blog\/wp-content\/uploads\/Waldron-Private-Wealth-1024x574.jpg\" alt=\"Waldron Private Wealth\" width=\"840\" height=\"471\" \/><figcaption id=\"caption-attachment-7927\" class=\"wp-caption-text\">Circled in red are three ways Waldron Private Health captures leads using their website.<\/figcaption><\/figure>\n<h2>Which sales strategy (or strategies) will you use?<\/h2>\n<p>In a lot of ways, running a small business is tougher than running a large one, especially because of the low budget constraint.<\/p>\n<p>By incorporating the right sales strategies, however, you can maximize the amount of time and resources you do have\u2014and close more deals.<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<hr \/>\n<div style=\"font-size: 14px;\">\n<p><sup>1<\/sup> uk.insidesales.com\/resource-confirmation\/15-time-wasters-download<\/p>\n<p><sup>2<\/sup> invespcro.com\/blog\/customer-acquisition-retention\/<\/p>\n<p><sup>3<\/sup> cxl.com\/blog\/how-your-customers-actually-read-your-emails<\/p>\n<p><sup>4<\/sup> marketingdonut.co.uk\/sales\/sales-techniques-and-negotiations\/why-you-must-follow-up-leads<\/p>\n<p><sup>5<\/sup> forbes.com\/sites\/susanadams\/2019\/04\/30\/forbes-small-giants-the-best-small-companies-of-2019\/#7f8eb169382c<\/p>\n<p><sup>6<\/sup> forbes.com\/sites\/susanadams\/2019\/04\/30\/forbes-small-giants-the-best-small-companies-of-2019\/#7f8eb169382c<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>As a manager of a small business, your resources are limited. You can\u2019t justify hiring a whole sales team and often are doing a large chunk of your company\u2019s sales\u2014if not all of them\u2014on your own. Sound about right? As a company that\u2019s in the business of helping small companies amplify their revenue, we\u2019ve picked &#8230;<\/p>\n","protected":false},"author":29,"featured_media":43029,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901,43336],"tags":[380],"class_list":["post-7917","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-leadership","category-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>10 sales strategies for small businesses | RingCentral<\/title>\n<meta name=\"description\" content=\"Here are 10 sales strategies that small businesses can can use with examples to make sure you hit those KPI&#039;s.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, 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