You're creating a sales strategy. What do you need to know about your target audience?

Remember, sell the problem you solve, not the product you have. Conduct surveys, interviews, or market research to uncover the specific issues or problems your audience is looking to solve. Tailor your sales messaging to address these pain points, demonstrating a clear understanding of your customers' needs.

Sales calls are won or lost during discovery. The discovery call cannot be over-emphasized. The discovery call plays a pivotal role in the sales process, acting as the foundation for successful sales relationships. It serves as the initial interaction, offering a critical opportunity for the sales team to understand the client's needs, challenges, and goals. This understanding enables the salesperson to tailor their pitch, ensuring that the solutions offered are directly aligned with the solution the client is seeking.

Right on Jason. First impressions are key and demonstrating your thoroughness is critical. Preparation and doing your homework on the prospect and their industry adds to your credibility.

Field Service team members can easily create a list of potential customer needs and wants by consciously scanning a subscribers environment when they enter the premise. What kind of shoes are at the front door? Does the customer premise have sports memorabilia or other clues that highlight interests and lifestyle? As someone invited into a customers premise the team member is uniquely position to see the customer in their own environment. Make deductions on customer needs from their environment. Confirm and qualify those deductions through casual conversation and make personalized recommendations as their trusted advisor.

In my view, optimising sales strategy to align with the buyer's journey requires a strategic approach. Understand the nuances of the awareness, consideration, and decision stages and craft targeted content for each. Encourage seamless collaboration between marketing and sales to ensure a unified approach. Personalize your communication to resonate with individual buyers while maintaining a consistent and compelling message. Analyze metrics such as conversion rates and customer satisfaction, making data-driven adjustments. This relentless commitment to alignment and improvement ensures an influential sales strategy that resonates with your audience at every step of their journey.

Understanding how you deliver your message and where that message is delivered is also critical. Working with a prospect to ensure you communicate with them in the right medium and at the right time can make a huge difference.

D2C and Field service representatives can always ensure that a customer is 100% satisfied before they leave the premise. If a customer still has concerns and issues with existing services then the team member should take the opportunity to make a warm transfer to a customer service rep that can continue to assist the customer. This simple step goes a long way in showing that they care for the customer and want to make it easy for them to have their issue resolved to their satisfaction.

Great idea of warm transfer! Needs to be quick and efficient, connecting the customer to the right person the first time! Customers always appreciate that.

Your sales strategy needs to include a clear articulation of the better "future state" you can/do create for your customers. What will your products, solutions, services enable your customers to do differently? Use discovery to identify not only known challenges and needs, but unknown or under-appreciated challenges and create a contrast between the "flaws, risks, and limitations of the current state" with the value and goodness from the better future state. You want your client thinking "what served us well the past 5-10 years is no longer good enough for us to meet our goals going forward - we need a new approach". Now you are primed to share how you are uniquely positioned to create that new approach.

A part of finding your target audience can come from feedback from the prospect themselves, whom you initially chose to approach. Their feedback is valuable, and from there, you can begin to draw conclusions