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Synopsis

Need to streamline your sales and convert more leads? Whether you're a B2C or B2B-focused sales team, our Sales Strategies Toolkit (Part 2) offers a comprehensive approach to plan and execute a successful sales workflow, from pre-sales awareness generation to post-sale retention and referral. 

This deck is divided into a B2C and a B2B section for easy navigation and includes tools like Target Group Analysis, AIDA Sales Funnel, Marketing Radar, ABC Analysis, Pre vs. Post Sales Strategy, Ideal Client Profiles, and many more that you can download and customize for any sales force. Let's explore these tools and see how they can help optimize the sales process and enhance communications with customers.

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Target Group Analysis

First up we have some B2C focused tools. A successful sales strategy starts with understanding your target market. This Target Group Analysis slide provides both demographic and psychographic outlines of your market segment, which enable a tailored approach for maximum impact. This example shows four common ways to approach target group analysis: Behavioral, Demographic, Psychographic, and Geographic.

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Customize this slide based on your product and company's branding, and focus on the most relevant elements. For instance, if your brand emphasizes making customers feel a certain way, like Apple and its emotion-evoking marketing, you may want to prioritize more psychographic elements to dig into how customers' values drive their behaviors.

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AIDA Sales Funnel

The AIDA sales funnel stands for Awareness, Interest, Desire, and Action. It helps to structure the lead pipeline to ensure a smooth transition from potential customers to paying customers. At the bottom of this slide, use the progress bars to monitor how the entire pool of leads convert across time. As leads progress through the funnel, the progress bars narrow down to reflect the percentage of conversions at each stage.

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Marketing Radar

The Marketing Radar highlights the importance of a strong marketing mix and its impact on sales performance. The outer wheel of the radar identifies the key marketing channels and touchpoints to reach customers. Moving inward, critical success metrics are defined under each marketing channel.

For example, for a website, the goal may be to attract as many visitors as possible, while the social media strategy aims to gain more followers. This slide helps plan and track your marketing efforts more effectively and identify the most promising outlets to generate revenue.

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ABC Analysis

The ABC analysis is a sales control technique to identify customer groups that generate the most revenue. Transactions under group A are typically low in volume but high in value. On the other hand, transactions under group C are high in volume but create little value. Where space allows, customize this slide by adding details of each group of customers so that reps can develop targeted strategies.

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Pre vs. Post Sales Strategy

Its not enough to just make a sale. In fact, the most successful sales teams understand the importance of using post-sales tactics to continue the momentum or even upsell. Use this pre and post sales roadmap to outline tasks and key personnel that are crucial for creating an end-to-end customer experience.

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For example, account managers and community managers may assist in the post-service stage of the sales funnel to keep customers happy and encourage referrals. These boxes can be edited, deleted, or added based on a team's unique organizational structure.

Lead Profile

Now let's get into more B2B-focused tools. Since the sales workflow for enterprise clients take up a lot more effort and one-on-one engagement, it's important that sales teams first identify high-quality leads to ensure future success. One approach to develop an ideal client profile, or ICP, is by considering 1) the company profile, 2) the buyer profile, and 3) the primary user persona. 

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Identify the target organization and its particulars. Then, narrow it down to the buyer profile to identify their needs and motivations. This is the person who needs the most convincing as they make the final purchase decision. 

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Then finally, think about the primary user and what they need on a day-to-day basis. Included here is also a more simplified visualization that summarizes all the information that was just covered from the previous steps.

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Account Pricing

The internal pricing table is different from any public-facing sales information. Its goal is to analyze which account tier generates the most revenue or the highest margin, and therefore deserves more attention. Note the sales targets for each tier. In this example, the sales team's current focus is to funnel in more Business accounts. With a sales goal set for each account type, reps can always refer back to this table to make data-driven decisions to adjust their sales strategies.

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Conclusion

For additional tools to set milestones, explore the sales dashboards included in this deck, as well as the 30-60-90 day cadence of sales targets. Maximize your sales potential with the Sales Strategies Toolkit (Part 2), which you can download and customize right now. It provides everything a sales force needs to get that "Yes".

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