Event Recap: Sales Segmentation Bootcamp
NANDA KUMAR, DIRECTOR OF GROWTH
We had a great time hosting our Sales Segmentation Bootcamp for all of our local sales professionals. As a quick recap, the highlights of what we covered!
#1 LinkedIn & Email in B2B Strategy
For sales teams, especial inside sales, both LinkedIn and Email are great channels for reaching the right decision makers at scale. When done correctly, they can:
- Raise quality of opportunities entering the pipeline, assuming segmentation is properly executed
- Increase productivity of sales teams, especially when paired with lead-capture and sales automation tools to eliminate manual tasks
- Allow reps to identify and engage key stakeholders involved in the buying process.
#2 Segmentation
Not all targets necessarily demand the same level of attention, as we all know cracking into a SMB account and a Fortune 2000 account are two different worlds. So, we covered the varying processes and tactics for selecting & consuming the right information about varying levels of accounts.
#3 Account Tiering
Further, we reviewed three example categories to tier accounts into. In addition, we reviewed what sorts of information a rep should gather about each tier. This is on slide 13 of the deck (attached below).
#4 Buyer Persona's & Communication Strategy
To add a few layers, the session covered the essentials on how to generate buyer personas and discussed their importance in your communication strategy. Here’s a post for more detail on this topic.
#5 Practical, Tactical Next Steps
We’re not big fans of fluffy theory or complex plans that can’t be put into action. So, we boiled down a list of Primary and Secondary next steps for teams to formulate strategies and also execute their next plan. Whether you had a chance to join or not, take a quick look and see where you can improve! Enjoy.
Get the Slides!
Review over 20 slides outlining practical processes, tactics, and action items to improving sales segmentation and your prospecting strategy.
