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
- 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.
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
#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.