Building and Implementing a Sales Strategy

Why take this course

What you’ll learn

• Segment markets effectively and identify target customer groups.
• Qualify leads (MQL/SQL) and customers efficiently.
• Create accurate buyer personas that are essential for clearly defining customers and tailoring offerings to their needs.
• Understand different types of market segmentation and their applications.
• Select appropriate segmentation criteria for specific industries and product groups.
• Understand the definition of a lead and the qualification process.
• Use qualification tools and techniques such as BANT (Budget, Authority, Need, Timeline).
• Learn methods for creating buyer personas, including market research, data analysis, and customer interviews.
• Develop the ability to use buyer personas for personalized offers and customer communication.

Certification & Exam

Who is this course for

Topics covered

Market Segmentation:

• Types of market segmentation and their applications.
• Segmentation methods: geographic, demographic, behavioral, and psychographic.
• Selecting appropriate segmentation criteria for a specific industry or product group.

Lead and Customer Qualification:

• Definition of a lead and the qualification process.
• Using qualification tools and techniques such as BANT (Budget, Authority, Need, Timeline).
• Automating the qualification process using CRM tools.

Creating Buyer Personas:

• What a buyer persona is and why it is important for a sales strategy.
• Methods for creating buyer personas: market research, data analysis, and customer interviews.
• Using buyer personas to personalize offers and customer communications.