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© Mark Lane Consulting 2006
Overall Sales Positioning Plan
New business acquisition strategies Overall strategy. Try to express it in one or two sentences. “New business growth will come
from two principle areas: China and sales of product X in the semiconductor industry”
New business acquisition tactics Specific new business activities. For example lead acquisition, contact targets, sales promotion
Existing business growth strategies Again express this in a sentence or two. “Existing business growth will be achieved by selling
enhanced customised services as part of the renewal programme.”
Existing business growth tactics Timings, activities, sales promotion etc.
Statement of overall competitive strategy How will you position yourself versus your competitors?
Pricing strategies Low cost/high volume? Increase yield per customer? Etc.
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