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Below we list the best resources about strategies and best practices for succeeding in prospect-driven B2B sales, collected by a team of expert editors.

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A sales strategy is comprised of the following components:

  • A quantifiable, team-wide goal
  • Ideal customer profiles (ICP)
  • A strategy for hiring and retaining sales talent

All three of these components need to be written down and shared with all team members. This documentation can be iterated on over time, but it's important that everyone has a single source of truth for what they're striving towards.

Your quantifiable goal can be an engagement metric (have 70% of users engage with the social feature), a sales quota (meet 110% of projected sales quota for next period), or MRR growth (grow 10% month over month). As you build out the rest of your strategy, make sure every decision is to help achieve this goal.

After you've decided on a goal, you'll want to nail down your ideal customer profiles (ICP). You should have a clear idea of their business type, industry, and size, as well as the end users' day-to-day and pain points. Try to ground the ICP in data, if possible. You can base it on existing customers who've proven to be excellent fits, or you can reach out to people in various industries and gather market data through interviews and emails. You'll want to test each ICP that you come up with and tweak it over time, as you gather more data.

Lastly, you'll need to start building your sales team. To recruit and retain the best sales talent, you need to put a lot of thought into the team's structure. You need to decide on a compensation structure, a hiring and onboarding strategy, and a method for evaluating and growing your employees.

With all of these pieces in place, you'll be able to successfully move leads through the pipeline. 

Perspectives on Sales Strategy

Tips and Best Practices


Further Reading

  • Sales Prospecting and SDRResources about the Sales Development or Appointment Setting function within sales, discussing the importance of this part of the sales process, techniques and best practices.
  • Sales Pipeline ManagementResources about building and managing a sales pipeline - a concept which helps sales teams track the progress of prospects through stages of the sales process.
  • Sales MaterialsResources on sales materials, such as slide decks, demo scripts, email templates, and more.
  • Inbound SalesResources about managing the sales process for leads obtained via inbound marketing activities.
  • CRM PracticesResources about CRM best practices and strategies.
  • Types of CRMs and CRM ComparisonsResources offering product comparisons between CRM systems such as Salesforce or Microsoft Dynamics CRM.
  • Salesforce CRMResources about the Salesforce Sales Cloud and other Salesforce solutions for CRM and sales, including SalesforceIQ.
  • CRM Tools for StartupsResources about CRM solutions especially suitable for startup organizations.
  • Other CRM SolutionsResources about Customer Relationship Management products, which help sales teams manage and analyze interactions with customers and automate sales processes.
  • CRM Certification and TrainingResources about training courses and certifications for various CRM systems.

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