You walk into the office on Monday morning with a fresh cup of coffee in hand, ready to start the work week.
As a sales representative, you know that this week your main focus is hitting your sales targets.
Best Digital Marketing Course However, with so many potential customers and leads out there, how do you know where to focus your efforts to be successful? In this blog, let’s talk about how to do sales targets successfully and why it is best to get help from a Digital marketing company for SEO packages South Africa
Here are some tips on how to do sales targeting successfully:
Understand Your Ideal Customer
The first key is understanding who your ideal customer is. Ask yourself questions like:
- What industry are they in?
- What size company do they work for?
- What problems are they trying to solve?
- What value can your product or service provide them?
By creating an ideal customer profile, you’ll have a clear picture of who you should be targeting and messaging.
This allows you to be more strategic with sales outreach instead of taking a spray-and-pray approach.
Analyze Your Current Customer Base
Are there any commonalities between them? See if you can identify:
- Their demographics like location, company size, job title
- What caused them to buy from you
- What pain points have you solved for them
Look for trends in your current customers that can inform your future targeting.
For example, if many of your customers are retail stores in a certain region, that’s likely a good audience for you to prioritize.
Leverage Intent Data
Intent data is one of the most valuable tools for sales targeting. Intent data tracks online signals that show when prospects are in the market for solutions.
For example, someone reading reviews of products like yours or searching industry keywords.
Tools like Bombora and Demandbase capture this intent data across the web and enable you to target accounts and contacts actively researching.
Focus on these high-intent prospects rather than cold outreach to see better conversion rates.
Review Win/Loss Analysis
Look back on recent deals you’ve lost.
- What were the reasons?
- Was it budget-related?
- Did they choose a competitor solution?
Understanding why you lose deals is an important part of refining your sales strategy.
If you lost deals due to price, you could focus more on SMBs than large enterprises going forward.
If it lacks a certain integration, you can start targeting contacts at companies that leverage that other technology.
Analyzing past wins and losses will help you find and close more qualified deals.
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Segment Your Outreach Lists
Don’t treat your outreach list as one big group. Break it into targeted segments so you can personalize and prioritize.
Here are some ways to segment:
Location – Create lists for each region
Company Size – Target SMBs separately from large enterprises
Industry – Build lists by healthcare, retail, manufacturing, etc.
Job Title/Department – Tailor messaging to roles like VPs of Sales, Marketing Directors, etc.
Segmenting your outreach allows you to be so much more relevant to each prospect.
You can speak directly about how you help companies in their specific industry or clients of their size.
Targeted outreach performed better than a one-size-fits-all approach.
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Focus on Accounts With Multiple Contacts
Rather than scattering your efforts, identify accounts where you have multiple contacts.
This allows you to take an account-based approach.
You can coordinate outreach to different influencers and buyers within the account to cover more ground.
Having multiple contacts at an account also typically signals there is a larger opportunity there.
More budget and a greater need for your solution.
Start with accounts where you already have established connections and go from there.
Monitor Trigger Events
Certain events act as triggers that suddenly put companies in the market for solutions like yours.
These trigger events represent prime opportunities to connect.
Here are some examples:
- New funding or investments
- Mergers and acquisitions
- Leadership changes like a new CEO or CMO
- Moving into a new market
- Opening new office locations
Set up news alerts and Google Alerts to monitor target accounts and contacts for these events.
Reach out to offer your services when these needs arise.
Attend Industry Conferences and Events
Industry conferences and events are full of potential prospects.
Identify relevant events for your target customers and secure a spot as a vendor or attendee.
Set up meetings in advance and make appointments for demos on-site.
Hand out business cards and brochures to everyone you talk to.
Follow up with contacts after the event while it’s still fresh in their minds.
Events allow you to efficiently get in front of many qualified contacts.
Leverage Your Current Network
Your existing professional network is one of your most valuable sales resources.
Survey your LinkedIn connections as well as people you’ve worked with in the past. Are any of them now at companies you want to target?
Reach out and ask if they can make a friendly introduction.
A warm introduction from a mutual connection goes so much further than cold calling.
Start with this low-hanging fruit before expanding efforts.
Stay Nimble and Adjust Accordingly
Sales targeting isn’t a set-it-and-forget-it activity. You need to monitor what’s working and continuously optimize who and how you target.
Pay attention to response rates from different segments and verticals. Take note of which pain points resonate most with prospects.
Watch for new innovations or competitors entering the space.
Be prepared to re-align your sales targeting on a regular basis.
Business landscapes change quickly so your approach should evolve as well.
Don’t get stuck doing what worked previously if it is no longer producing results.