Why take this course
If you want to build and successfully implement a sales strategy that delivers better business results, this course is for you. You will learn how to correctly segment the market, effectively qualify leads, and create accurate buyer personas that help you perfectly align your offering with customer needs. You will gain practical tools and skills that will improve sales effectiveness and contribute to your company’s success.
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
Upon completion of the course, you will receive a certificate confirming the knowledge and skills required to build and implement an effective sales strategy. There is no final exam – active participation throughout the training is sufficient.
Who is this course for
This course is intended for sales managers, product managers, market analysts, business development professionals, and SME owners. It is ideal for anyone who wants to successfully develop and implement an effective sales strategy.
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.