How can you use insights to create customized solutions in outside sales?

1 Identify your ideal customer profile

Before you can create customized solutions, you need to know who your ideal customers are, what they want, and what challenges they face. You can use insights from market research, industry reports, customer feedback, and your own experience to create an ideal customer profile (ICP) that defines the characteristics, behaviors, and preferences of your target market. An ICP can help you focus your efforts on the most qualified and profitable prospects, and avoid wasting time and resources on those who are not a good fit.

3 Segment your prospects and customers

After you have researched your prospects and customers, you need to segment them into different groups based on their similarities and differences. You can use insights from various criteria, such as industry, size, location, budget, needs, goals, pain points, and buying stage, to segment your prospects and customers into meaningful and manageable categories. Segmentation can help you prioritize your leads, customize your messaging, and tailor your solutions to each group's specific needs and goals.

4 Analyze your competitors

In addition to researching your prospects and customers, you also need to research your competitors to gain insights into their strengths, weaknesses, offerings, pricing, and strategies. You can use insights from various sources, such as competitor websites, social media, online reviews, industry reports, and customer feedback, to analyze your competitors and identify their advantages and disadvantages. You can also use insights from your own experience, such as sales calls, proposals, and negotiations, to learn from your wins and losses, and understand how you can differentiate yourself from your competitors.

5 Create value propositions

Based on the insights you have gathered from your ICP, prospects, customers, and competitors, you need to create value propositions that communicate how your solutions can solve your prospects' and customers' problems, meet their needs, and help them achieve their goals. You can use insights from various sources, such as customer testimonials, case studies, data, and statistics, to create value propositions that highlight the benefits, features, and outcomes of your solutions, and show how they are superior to your competitors' solutions. You can also use insights from your own interactions, such as questions, feedback, and objections, to create value propositions that address your prospects' and customers' concerns, and demonstrate your expertise and credibility.

6 Deliver customized solutions

Finally, based on the value propositions you have created, you need to deliver customized solutions that match your prospects' and customers' needs and goals, and show how you can add value to their situation. You can use insights from various sources, such as product demos, trials, samples, and testimonials, to deliver customized solutions that showcase the functionality, quality, and performance of your solutions, and illustrate how they can solve your prospects' and customers' problems, meet their needs, and help them achieve their goals. You can also use insights from your own interactions, such as feedback, questions, and objections, to deliver customized solutions that overcome your prospects' and customers' barriers, and persuade them to take action.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?