8 examples of sales strategy
Posted: Thu Dec 26, 2024 8:28 am
Starting a marketing and sales strategy on a solid foundation is easier said than done. Marketing strategies to improve sales are important, but without the right sales energy and planning behind it, there will be no fruit to be had.
These 8 examples will not only help conversion, but will also help align your sales and marketing teams .
01. Define the profile of the ideal buyer
Chasing down unproductive leads is one of the most time-consuming and unproductive things your sales team can do. Those leads will never buy anything from your company, no matter how skillfully you nurture them.
To be effective at marketing your business, your sales rep needs to have a good profile of the type of customer who typically interacts with your company — the ideal buyer profile .
This really only exists in the B2B environment, as in B2C you should jump right into developing your buyer persona, or a specific outline of the people you intend to work with.
When building your ideal buyer persona, think about all the characteristics of your customers that make them a good fit for you.
What patterns do you see? Make sure to oman telegram users mobile phone number list take into account things like location, demographics, industry, number of employees, revenue, etc.
This doesn’t mean you’ll never get a customer who fits outside of these high-quality parameters. It
just means your sales team’s time is better spent focusing on those who are most likely to become customers.
There are three key steps to creating a strong buyer profile.
First, you need to agree on what your business is and what you want to sell. Is there a core service or product you want to highlight, perhaps a highly profitable or particularly successful option?
Second, make a list of your current customers who already use this product or service. What patterns emerge about the type of companies and people you're working with? What does the buying cycle look like?
Third, make a list of the characteristics that make this ideal buyer profile a good fit. You’ll find that each category can have multiple options. For example, companies that have 100-500 employees may be your best choice, but the second best choice may be 1,000 or more. This doesn’t mean they’re a bad fit if they don’t fall into the 100-500 category; it just means that we want to prioritize them over the others.
Buyer Persona Acquisition Strategy
02. Know when someone is interacting with your company
Another example of sales strategy is knowing when a prospect “raises their hand” or simply fills out a form or visits a few web pages out of curiosity.
For example, someone who opens an email or fills out a form is not showing signs of “high engagement.”
On the other hand, someone who fills out multiple forms, clicks through multiple emails, and/or visits important pages on your website (such as pricing and features pages) multiple times indicates that this person is a highly engaged marketing qualified lead (MQL) .
These parameters will be different for every company.
You want to make better use of your sales team’s time by passing these MQLs to them instead of just sending every lead (no matter how qualified) to the sales team.
If you send too many (unqualified) leads to the sales team, you may make them less productive, not more profitable.
You also run the risk of affecting morale, as sales reps will likely have to talk to more people to land a sale.
The key to a good qualified lead strategy is defining the threshold at which a lead becomes an MQL (marketing qualified lead).
This will also be different for each company.
For example, the threshold may be five unique visits to important pages on your website, or requesting a free trial of your product or service, or downloading several premium pieces of content.
These 8 examples will not only help conversion, but will also help align your sales and marketing teams .
01. Define the profile of the ideal buyer
Chasing down unproductive leads is one of the most time-consuming and unproductive things your sales team can do. Those leads will never buy anything from your company, no matter how skillfully you nurture them.
To be effective at marketing your business, your sales rep needs to have a good profile of the type of customer who typically interacts with your company — the ideal buyer profile .
This really only exists in the B2B environment, as in B2C you should jump right into developing your buyer persona, or a specific outline of the people you intend to work with.
When building your ideal buyer persona, think about all the characteristics of your customers that make them a good fit for you.
What patterns do you see? Make sure to oman telegram users mobile phone number list take into account things like location, demographics, industry, number of employees, revenue, etc.
This doesn’t mean you’ll never get a customer who fits outside of these high-quality parameters. It
just means your sales team’s time is better spent focusing on those who are most likely to become customers.
There are three key steps to creating a strong buyer profile.
First, you need to agree on what your business is and what you want to sell. Is there a core service or product you want to highlight, perhaps a highly profitable or particularly successful option?
Second, make a list of your current customers who already use this product or service. What patterns emerge about the type of companies and people you're working with? What does the buying cycle look like?
Third, make a list of the characteristics that make this ideal buyer profile a good fit. You’ll find that each category can have multiple options. For example, companies that have 100-500 employees may be your best choice, but the second best choice may be 1,000 or more. This doesn’t mean they’re a bad fit if they don’t fall into the 100-500 category; it just means that we want to prioritize them over the others.
Buyer Persona Acquisition Strategy
02. Know when someone is interacting with your company
Another example of sales strategy is knowing when a prospect “raises their hand” or simply fills out a form or visits a few web pages out of curiosity.
For example, someone who opens an email or fills out a form is not showing signs of “high engagement.”
On the other hand, someone who fills out multiple forms, clicks through multiple emails, and/or visits important pages on your website (such as pricing and features pages) multiple times indicates that this person is a highly engaged marketing qualified lead (MQL) .
These parameters will be different for every company.
You want to make better use of your sales team’s time by passing these MQLs to them instead of just sending every lead (no matter how qualified) to the sales team.
If you send too many (unqualified) leads to the sales team, you may make them less productive, not more profitable.
You also run the risk of affecting morale, as sales reps will likely have to talk to more people to land a sale.
The key to a good qualified lead strategy is defining the threshold at which a lead becomes an MQL (marketing qualified lead).
This will also be different for each company.
For example, the threshold may be five unique visits to important pages on your website, or requesting a free trial of your product or service, or downloading several premium pieces of content.