Big Sales Campaigns: What Does it Take to Win?

Image Credit: Financial Times

UK Leadership Contest is also a Big Sales Campaign

You may have noticed that there is a certain sales campaign going on right now, which will result in the UK having a new Prime Minister at the end of summer.

Politics aside, I thought it might be helpful to take a look at this kind of process and break it down into its component parts, so let’s look at what’s really going on and how each competitor can influence their chances of winning - or losing.

The reason this type of campaign is relevant to those of us in sales or with our own businesses is that we engage in sales campaigns every single day, whether we realise it or not. This particular type of sales campaign is known as a “head-to-head

Head-to-head campaigns should only be used when there is an obvious and unarguable advantage over your competition

Head to heads can be costly in terms of resourcing and bruising in terms of outcome.

Anyway, back to the leadership contest. Truss and Sunak have no choice but to go head-to-head with each other. This article breaks down the process and identifies the “levers” they could pull to increase their chances of winning.

Component parts of a Campaign Strategy:

Campaign (Sales) Message:

Their sales “message” can be likened in this situation to a value proposition or solution for the customer.

Suppose they have listened carefully to the customer or target audience. In that case, they will have identified pain points and concerns, so their campaigns are directed at persuading those stakeholders that theirs is the right message to win.

What Message does your target market want or need to hear?

You can only really understand your target audience by listening to them, building trust and encouraging them to discuss their individual pains and needs and to tell you what they really think about your messages.

Target Audience

It is essential to recognise that the target audience will change as the process continues and that means campaign messages may also need to change in order to land effectively with the new target audience.

Your message should also take account of variables over which you have no control – e.g., new information comes to light or there is a change in market dynamics and the campaign message may need to change accordingly to demonstrate how your solution continues to meet or mitigate the new conditions or risks.

This is a fantastic opportunity to demonstrate leadership and insight, which can help differentiate the campaigns.

For example, at the start of the campaign, messages were for MPs. However, the new target audience is the party faithful.

This new audience will have a wider variety of opinions, just like the audiences in your complex sales campaigns. Your financial audience will have one set of needs and your IT audience will have a different set of needs and so on. Your campaign will need to persuade all stakeholders that yours is the winning solution.

Stakeholder Groups

In this instance, your stakeholders are:

  • Your campaign team, which includes sales and company executives

  • Subject Matter Experts to give your solution credibility

  • Influential contacts who support your message (“champions”)

  • Target Audience - the people you're selling to

Stakeholder groups have to be managed and communicated with at the right time with the right message if they are going to help you win!

Threats to Your Campaign:

We always have to think about the potential threats, blockers or detractors to our campaign

Think: “What could cause us to lose?”

These could include the changing needs of the customer over time, the changing dynamics of the market that we are operating in, or indeed, an emerging or yet unseen threat.

An object lesson here is to never underestimate how much a competitor can threaten your campaign and so your strategy should inoculate you against specific threats or messages that your competitor may elicit.

For example, just as we protected ourselves from coronavirus by taking a vaccine, we can also protect our campaigns from competitor strategies and inoculate ourselves ahead of time.

What does Inoculate mean in Practice?

Well, it could be that your competitor will try to nullify your sales message. For instance, they could assert that your approach to fighting inflation (sic) is wrong for any number of reasons.

You could inoculate yourself against this message by pre-empting it in advance, explaining why your solution is credible and will work. Even better, you could reference credible, independent research on the matter - you have inoculated yourself against your competitor’s counterclaims or opinions.

Changing Market Conditions

You must understand at each moment what battle you are fighting and who your competitor is. This could change over the course of a campaign; in which case your message may also have to change to suit the new market dynamics.

Does the Customer Trust You?

You can have mastery of all of the above component parts of your strategy but if the customer doesn't trust you, then you're sunk before you've even started.

As Warren Buffett once said:

Trust takes a lifetime to build and 5-minutes to destroy


  • Head-to-Head strategy is resource intensive; Ideally, you should only use it when you have a commanding, undoubted advantage

  • Listen to your Target Audience

  • Manage Your Stakeholder Groups

  • Campaign dynamics – when facts change, the message also has to

  • Does the Customer Trust You?

What do you think?

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