January 29, 2021

Building the Perfect Sales Strategy

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Building the Perfect Sales Strategy

Large enterprises on your sales portfolio can make a huge difference, but solely catering to large businesses for leads is not ideal. You need a more diverse approach and cater to small to medium businesses (SMBs) for a successful sales strategy.

SMBs typically have under a hundred employees and produce revenue under $10 million. They face different challenges, needs and goals as compared to larger enterprises and you have a much higher chance of connecting directly with decision makers instead of a line of executives to make sales.

Segment SMB Sales from Large Enterprise Sales

Where larger enterprises look for long-term solutions, most SMBs want solutions for challenges they face now. Your sales team will go through approvals and wait longer for selling to large enterprises, whereas SMBs have short sales cycles and can save you time and money by selling directly to decision makers.

Segment your SMB sales from your large enterprise sales and you instantly have a stronger, more efficient sales strategy. Incorporating and scaling a segmented SMB sales strategy in your sales portfolio is a must for building the perfect sales strategy, which boosts sales.

Scaling Your SMB Sales Strategy

You will need to customize your sales process and evaluate stages of your sales cycle to scale your SMB strategy. As with any sales strategy, always keep qualifying. Improve your lead qualification process to suit SMBs and save time and effort from the start. A strong lead scoring system, developed by sales, may help you better qualify the good leads from the mediocre or bad ones.

Segment your buying stages according to SMBs and larger enterprises by understanding both of the different buyers’ journeys. Creating a separate sales team that focuses solely on SMBs can help you a lot in SMB sales success.

You should create relevant Key Performance Indicators (KPIs) to measure their performance and utilize the data to improve future sales. Additionally, try to find and target niche markets and incentivize referrals to attract more business.

Personalization goes a long way, and you should always customize experiences when you onboard accounts. Identify and address their individual pain points for improved and personalized customer experience. You can even offer bundles for multiple pain points of SMBs and up-sell solutions for increased sales.

Conclusion: Boost Overall Sales

SMBs may not bring in as much revenue as a large enterprise but they are easier and faster to sell to. They are also mostly operated by their sales professionals due to lower budgets and these professionals may have multiple responsibilities within the business.

This gives you the opportunity to create good relationships with decision makers and if they stay with you for a long time, you have successfully increased the customer lifetime value. Scaling and adding SMBs in your sales portfolio will increase sales and is a recipe to build the perfect sales strategy.

You should immediately incorporate an SMB sales strategy in your current sales and marketing strategy and experience the improvement in revenue yourself.

For more information on sales strategies and all things sales, please visit our website.


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Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.
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Paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.
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