Entrepreneurs, startups, seasoned professionals, and even your sales force are all equally capable of falling victim to a type of paralysis that develops when thinking of the best next steps to take in your business. But sometimes the most effective next steps are the most obvious – take time to develop an airtight strategy, and execute it as effectively as you can. Because...
A dream without a plan is just a wish.
Fortune favors the bold, and developing the building blocks of a sound sales strategy is sure to produce an effective outcome, as long as you keep in mind these three, key components.
Identify value through segmentation
Target your audience with strategic segmentation in order to effectively identify those who will bring your business the most value. Ask questions and engage in dialogue with these individuals within your target market to understand any problems they have. By identifying a specific market to focus your efforts, individuals that are likely to bring the most value to your company, as well as acknowledging their roadblocks, you are able to focus your sales staff and efforts on strategies that will produce the most ROI.
Establish key decision-makers
Once you’ve segmented your audience, you can further examine specific individuals within that audience who are critical to executing an effective strategy: buyer personas.
A buyer persona is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. However, as important as it is to create these personas, it’s more crucial to ensure you have detailed information (demographics, motivation to purchase, goals, behavior patterns, etc.) about these personas to justify them as key decision-makers.
While there are multiple individuals claiming they know the exact number of buyer personas out there, as long as the number is greater than one and less than infinity, they’re all fairly accurate in their own right. If you can commit to learning what these personas are and identifying them, then you can tailor your strategy to match their needs.
Clarify your message
As you continue to further define your audience, you are then tasked with ensuring you are capable of communicating with them effectively, efficiently, and in a manner that is valued. Instead of opting for a siloed approach to communicating with your ideal audience, it’s best to align the efforts of both your sales and marketing teams.
With a greater understanding of your buyer persona, you can effectively communicate how your product or service benefits your customer over the competition, in turn shortening the sales funnel, and increasing profits and productivity of your company.
Oftentimes it’s easy to over-analyze the next best steps to take in business which makes the process of developing a sound strategy a bit overwhelming. However, keep in mind you can never get to your desired outcome if you don’t initiate putting one foot in front of the other.
Taking the time to develop a sales strategy that simplifies objectives into easy-to-digest building blocks is critical when looking to implement a strategy that is as effective as it is easy.