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1. Consider Your Industry, Product/Service, And Buyer Persona
2. Setting Sales Goals
3. Determine Key Acquisition Channels
4. Measuring Sales Performance
5. Automating Processes

1. Consider Your Industry, Product/Service, And Buyer Persona

The very first thing to consider is your ideal customer and how your strategy will position your business to them.

What are their pain points?

Where do they research new solutions?

What’s the most effective way to reach decision-makers?

Another important factor is your Average Contract Value (ACV). If your ACV is low, you’ll use different tactics to a business with a high ACV, and vice-versa.

Some industries rely heavily on trade shows and in-person meetings, whereas in others you’ll be able to network and sell over the internet.

2. Setting Sales Goals

Your sales goals should reflect the wider company goals.

Once you’ve determined your main sales goals, you can break that down into achievable KPIs and individual goals for your sales reps.

For example, send 100 cold emails to leads per week.

The key is that your sales goals should reflect what you expect your team to spend their time doing, and what your final result should look like.

3. Determine Key Acquisition Channels

To determine the key channels, start with your Buyer Personas. Who is your ideal customer, and what’s the best way to connect with them?

If you’re selling a solution that costs $10 per month for customers, then cold emailing and cold calling won’t be the right channel for you. Rather, you should be focusing on acquisition channels that are less time-intensive for your sales team.

If you plan to use a sales strategy that involves outreach to leads, then you can use Leadiro to source up-to-date B2B Contact Data.

4. Measuring Sales Performance

Some tools like Trello or Microsoft Excel (or Google Sheets) can be used to create a solid goal tracking system, but aren’t built specifically for tracking sales goals.

Using a CRM is highly recommended, as Over 50% Of Sales Teams report improved productivity when using a CRM to track their work.

Having a clear goal tracking system is key if you want to ensure your sales team are using their time efficiently, and that your sales strategies are working.

5. Automating Processes

Once your sales strategy is working, it’s time to automate repetitive processes.

If you’re seeing good results with initial sales efforts you’re going to quickly get very busy managing everything. Automating your sales processes is a great first step to making your team’s work easier.

Using tools such as Leadiro will enable you to create lead lists based on your buyer persona You can filter by criteria such as job titles, industry, company size, company tech stacks, and anything else that will help you narrow down your ideal customer and access contact details for them.

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