Targeting the right prospect for your B2B sales can be very challenging. You should know everything about your target prospects from their demographics and interest to their buying behaviors.

The better you understand your prospects and their pain points and motivations, the easier it will be for you to target and convert your leads into sales.

Below are some of the elements to target the right prospects:

  • The Account Development Framework: Account Development is a phone-based team focused exclusively on identifying, connecting with, and qualifying leads to generate an early-stage pipeline for the sales organization.
  • Ideal Customer Profile (ICP): A Sales executive should primarily focus that fits the ideal customer profile. The Ideal Customer Profile defines the type of accounts that the organization believes are most likely to close.
  • Buyer Persona: The target Buyer Persona describes the attributes of the individual prospects within an account that are ideal contacts in a sales process. Personas help you articulate the prospect’s pain point in their language.
  • Marketing Qualified Lead (MQL): The MQL definition combines the ICP and Buyer Personas to determine which leads are a higher priority for the Sales Executive to follow up. The MQL definition combines the ICP and Buyer Personas to determine which leads are a higher priority for the Sales Executive follow up. The MQL definition tells you who to reach out to next.
  • Sales Qualified Lead (SQL): A Sales Qualified Lead (SQL) is a lead that meets the organization’s definition of qualification and is ready for a conversation with sales. The SQL definition is the minimum threshold a prospect must meet to be accepted as sales qualified. You must have an answer to each of these requirements for SQL to be ready to convert to sales.

Published by Allen Mutum

Always a work in progress. I come up with 8 years of experience in the field of Sales, Business Development and Marketing, helping companies of all sizes to secure the most value out of their Software Investment.

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2 Comments

  1. Thanks for posting this. You can be a guest on my podcast if you want some free promotion.

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