Free workbook · 6 pages · PDF
Guide to Developing an Effective B2B Sales Strategy
A B2B sales strategy starts with a clear ideal customer profile and ends with a plan to keep the customers you win. This workbook walks through ten steps in between, each with the specific actions to take. It is for owners and sales leaders who want a written plan instead of a sales effort that depends on whoever is making calls that week.
What's inside
- Defining your ideal customer profile and buyer personas, including pain points to address
- Competitive analysis and building a unique selling proposition
- Writing a value-driven pitch that leads with benefits and uses customer stories
- Multi-channel outreach and lead nurturing: segmentation, content and marketing automation
- Defining sales funnel stages and the criteria for moving a lead between them
- Aligning sales and marketing with shared goals and a service level agreement
- Using a CRM and KPIs to steer the strategy, plus a follow-up and retention plan