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The Center for Sales Strategy Blog

Common Issues for Key Decision Makers Amid the Pandemic

Common Issues for Key Decision Makers Post-Pandemic

Active buyers in today’s market have immediate and pressing issues that couldn’t be foreseen earlier this year. Business owners have more distractions than ever, and there’s no roadmap for dealing with the economic changes that are still occurring.   

Putting yourself inside the mind of these buyers will help you gain access to them. Understanding who they are post-pandemic is critical to understanding how you sell your products and services to them. We call this tactic defining your target persona. 

Topics: Decision Makers target personas

What is a Target Persona and Why Do I Need One?

what is a target personaResearch reveals that 47% of buyers view at least three to five pieces of content before deciding to speak with a sales rep. In today's digital age, sales teams must rely on inbound marketing strategies (the process of attracting prospects to you) to convert leads. Why? In order to be successful, you must generate amazing content that speaks to your prospects’ various needs, pain points, and buying cycle stages.

Developing a target persona* is critical for success. If you don't have a clearly defined persona, who's all your content targeted to? A target persona is absolutely necessary for a successful lead generation strategy. If you don't have this information, how do you create valuable content?

Topics: inbound marketing target personas

Ever Feel Like Your Salespeople Are Bad at Picking Prospects?

are your salespeople bad at picking prospectsWell, you wouldn’t be alone  I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue:

  • They are opportunistic and therefore look for low-hanging fruit where getting access to decision makers is relatively easy. Sometimes that works out, but too often it translates into prospects that do not have the resources to be a key customer in your organization.

  • They let their own preferences dictate who they pursue. There might be particular categories they are comfortable with, or types of individuals they like to deal with that prejudice their thinking about who they should pursue as a prospect.
Topics: key account growth sales performance target personas sales pipeline account list management sales accelerator

New Business Hack: Know Your Target Persona

identify target audience new business hackOver the last few weeks, I've been coaching a number of salespeople from markets across the country on tactical things they can do within their sales processes to help them connect with a decision maker or decision influencer sooner to grow their new business.

Many things can be done to accomplish this, but one that seems to be resonating with salespeople lately is identifying their target persona so they can clearly define WHO their target is and fine tune HOW they plan to approach a new business prospect. This is not a new strategy, just one that is often overlooked.

Topics: new business development Needs Analysis understanding target audience target personas sales process sales leads