By definition, a sales strategy is the approach that sales teams use to position their company, brand, and products to target audiences in a differentiated, meaningful way. But that’s about where the concreteness of the concept ends. To get deeper insights, you need good sales strategy examples.
4 Sales Strategy Examples to Imitate
Sales strategy examples can vary between industries and organizations, and for good reason: you want to be better than your competitors. It’s not easy to stand out from similar companies if you are using the same sales techniques as they are. Plus, you’re more likely to get the same results as other companies – which could limit your potential!
Take a look at these four sales strategy examples to see how your current techniques stack up:
#1 – Targeting Your Ideal Buyer Persona
Before you effectively sell, you need to define who you most want to sell to. Many companies overlook the buyer persona because they don’t recognize the value it can bring.
Knowing what your ideal customer looks like can help sales reps to avoid chasing leads that will never close, regardless of how masterfully you nurture them.
Work with your sales team to discover the characteristics of your paying customers. What are their pain points? Which lead sources do they come from? What’s their budget?
Most importantly, what makes these clients a good fit for what you offer?
When combined, this information can help your sales team to prioritize their time and effort. In some cases, you may have a different buyer profile or persona for each product or service you sell. Your sales team members are excellent resources when defining these outlines, as they’re the ones who directly interact with your customers during the buyer journey.
#2 – Keeping Tabs on Engagement
Companies who keep their finger on the engagement pulse are more likely to apply customer actions with sales-prioritized activities. For example, when customers open an email from you, sales reps may plan to follow up with them later in the day. Or, when a customer clicks on a link in the email, their lead score may increase because they’ve shown interest in your promotion.
Engagement can be highly indicative of a person’s willingness or desire to do business with you. The more they engage, the more qualified they are for sales teams to interact with.
In addition, engagement can indicate whether a lead is marketing-qualified or sales-qualified. For example, someone who visits your pricing page is more likely to close than someone who filled out your newsletter signup form.
To include this information into your sales strategy, you’ll want to monitor the various touchpoints with customers and track how they respond. Marketing and sales can each benefit from this data to know how their efforts are performing and how to tweak their approach moving forward.
#3 – Aligning Sales and Marketing
Sales and marketing each have their own priorities and responsibilities, but the goal is ultimately the same: to grow revenue. Marketing’s job is to create campaigns and content to attract leads for the sales team. But lead quality matters more than lead quantity since sales must be able to close a portion of the leads they receive.
In addition, sales must be in tune with what marketing teams are doing in order to attract leads. They should be aware of the various promotions, ads, and content that marketing produces so they can better prepare their sales presentations for consistency.
Sales and marketing alignment is the only way for both teams to be successful. But since sales teams are the ones that are actively working with prospects, they bear the responsibility of setting the tone for marketing. Sales leaders and reps should work with marketing to ensure the marketing team understands how the sales process works, what the ideal client profile looks like, and other details that can boost effectiveness for both teams.
#4 – Use Data to Make Business Decisions
Sales strategies are comprised of a myriad of moving parts, and it’s not easy to track each of them on your own. Sales enablement platform and CRM solutions help to provide data-driven insights into your department’s performance, but you need to understand how to use this data to get the results you expect.
It starts by defining what metrics are worth measuring. It’s easy to get lost in the data sea you accumulate, so take time to define the metrics that will best contribute to business growth. A few examples you might consider:
- Lead sources
- Lead scores
- Length of customer journey based on lead score
- Engagement metrics
- Sales rep performance
Are You Using the Right Sales Strategy Examples in Your Business?
If you’re not using the above sales strategy examples in your organization, they’re worth exploring. Making small changes to your current approach can result in big differences in your revenue.
Looking for more top sales strategy insights? Head back to our blog and keep learning!