Many B2B startup sales managers know the struggle of finding the right decision maker. With limited resources and an increase in vanishing of just resources, it has become mandatory that you don’t waste time on chasing prospects that have a low probability of converting into your loyal customers. You need a strategy to keep your sales cycle as fluent and efficient as possible. So here, Binary Clues brings you six tried and tested steps to finding exactly the right Australia B2B decision-maker into a repetitive environment.
1. Develop Your Own ICP: ICP stands for Ideal Customer Profile. Your Ideal Customer Profile helps in outlining the firmographic and behavioral characteristics of the account who have a higher probability of conversion.
This cannot be counted as a low-effort b2b buyer persona. Many companies have gone in vain by treating it as such. Hence consider this strategy as a boon as it is going to be the core of your sales strategy and even if you already have one by your side it’s probably time to introduce the new one with the details. This signifies that the startup game is one of constant iteration.
2. Create Your Own Account List: As we already have obtained our ICP, it is now time to use those parameters to find the actual companies we are going to target through calling. This is where the activity of lead generation work begins. It is tedious work but it pays off eventually when you get to prospecting. You can initiate by using your preferred data provider to pull your initial account list. This list should be based on the firmographic and behavioral characteristics you already acknowledged in your ICP.
3. Encompass Your Account List With Targeted Decision Makers: Once you have built a firm account list, you need to determine whom you should target. This is where identification of key decision-makers come into play. You do not want to waste your time chasing prospects only to find out they don’t have any right to make decisions in the B2B decision-making process. So this work requires careful consideration.
4. Conduct Research: Research is one of the most mysterious steps to your whole prospecting process. Many sales teams get caught in the process and waste a lot of time on overly detailed and unhelpful notes. It is equally common that many people just don’t bother about conducting research in the first place. It is observed that more effective research really accelerates your sales success.
5. Set Your Sales Objectives: A sales objective is what we call all the actions you are going to take during prospecting and the specific ways that you must be utilizing for the business processes. Crafting a sales objective increases the efficiency of your prospecting actions by focusing on the channels and strategies which have the most impactful results.
6. Little Observations Matter: Top-down strategies are not the only answer but we can value little factors too. If trying to get in contact with the decision-makers who are at the top of the food chain isn’t working then you do have an alternative and you should start searching for a way in at the bottom. Often, we cannot find pseudo-decision makers lower down and you still need to figure out to get through to the top. This is when you use a different approach to gather the information you need.
Conclusion: Binary Clues states that the solution starts with developing personalities that explain who your decision makers are. Buyer personas are an important factor of the entire sales and marketing process and they come in as a magical tactic when it comes to finding Australia decision makers.