Despite its name, sales is a complicated field. The term can mean many different things. The product can be a physical item or a service. The ‘other party’ is either the individual consumer or the enterprise business. However, one common denominator is that sales involves all activities that lead to a sale. The goal of sales is to convert a lead into a paying customer. Here are some tips to help you make the most of your sales skills:
The first step in achieving success in sales is to understand the buyer’s journey. This can help you make the most appropriate offers at the right times. This begins with understanding the buyer’s journey and their motivations. Identifying the stage of the buyer can be challenging, but a situational play can help. The BDR should know how to tailor their email content to the prospect’s needs and interests. If it does not, the BDR should not be assigned to the prospect.
After the initial contact, the sales development rep should identify the ideal customer profile and develop a plan for approaching it. This profile should include the target industry, company size, role, and region. A good guide on creating this profile is Predictable Revenue by Aaron Ross and Lead Generation for the Complex Sale by Brian Carroll. These books will help you understand how to create an ideal customer profile. And remember: the BDR should know what the BDR does best and vice versa.