Free guide · 6 pages · PDF

A Beginner's Guide to Building an Effective B2B Sales Strategy

This guide breaks a B2B sales strategy into nine steps you can work through in order, starting with goals and ending with the metrics that tell you whether it is working. It is for owners and first-time sales leaders putting a written strategy in place for the first time.

What's inside

• Setting SMART sales goals tied to company objectives
• Building buyer personas from demographic, firmographic and behavioral data
• A five-stage sales process with BANT qualification
• The sales technology stack: CRM, engagement platforms, analytics and automation
• Inbound and outbound lead generation, and what makes a value proposition hold up
• Team training, enablement tools and the KPIs to review as you adjust