B2B marketing that is well-planned, combines traditional and digital marketing tools in a way that helps a prospect understand what you can do for their business. Whatever benefit your product provides, the goal of B2B marketing is to inform businesses that you exist, that your product is valuable, and that you can convert them into customers.
How to Create a sales strategy for a B2B business? : Video Script
Hey, this is Kapil Khangaonkar, Welcome to Sales Street. A series of new insightful videos on a sales lead, gen, and marketing.
I hope you guys enjoy watching it and learn something from it. Thank you.
There are basically six steps that you take to ensure that you have a very successful sales strategy in place. The first step of course is the reverse funnel calculation. Second is the resource planning that you need to achieve that funnel. The third is the cost that you need for the tools that your sales team will need to execute that target. The fourth is of course persona identification wherein you can identify the company persona and contact persona. Then of course comes your actual pitch. What will be your pitch for each persona?
So, if you have let's say about twelve or 13 different personas, then you should ideally have 1213 different pictures created already, which you also called a bullet. So, design those bullets for specific targets so that you have a higher success ratio. And the last and most important part is the setting of the entire process, including the CRM and the whole funnel calculation and everything.
So, all of these six steps basically are extremely important in setting up the right sales strategy. Now let's talk about all of these steps in detail, one by one. First is of course reverse funnelling. So, when you know your funnel process, when you know that your demo to trial closed your ratio for the last twelve months, you can of course do the revolt calculation. Figure out what kind of funnel strength you need to achieve your target. What’s your number one step?
The second step of course is doing the resource planning accordingly. So, to achieve that number, when you do a reverse funnel calculation, what is the team size that you need? What is the skill set that you need to actually achieve those numbers? That will help you figure out your resource planning steps.
The third course is tools planning. So, what kind of tools do you need to actually help your sales team meet those targets? What CRM do you need? What sort of data do you need? What sort of other kinds of help do you need? Everything. Basically, you have to calculate accordingly.
Then the most important step in the process is personal identification. So, who is your right audience? What kind of companies have the right audience? What kind of contacts are inside? Those companies are composed of the right audience.
So, all of that you have to jot down each company’s personal identification, and contact person identification will give you a different pitch for those contacts. So, if you have, as I said, twelve to15 different people identified already, all of them should have ideally a different pitch written for them. And the last part is getting a detailed process defined by writing SOP documentation and standard operating process documentation which you can pass on to your sales team so any new onboarding will actually just go through those processes documented, documented already, and learn from them. So going through these six steps rigorously and following the right steps to do this will ensure your sales strategy is successful.