Looking to truly boost your MSP sales? Then, this blog post will tell you where to start.
- Who are your customers: First, try to understand who your customers are. Draw up a customer profile. At this stage, you need to answer questions like:
- Where are they located
- Which market do they target
- Draw up a detailed persona of each customer type in the target market. Document their their title, role, position in the decision making hierarchy, etc.
2. Buying Process: Document the typical sales process for each customer type. How much time does it take to convert? What are the key milestones in the process?
3. Use the information! Now that you have key data about your target industry, you can use this information to develop sales and marketing assets that address the specific issues of each core target industry vertical. You can customize your marketing and sales campaigns to suit specific, major customer segments.
Once you have a clear view of the buyer’s journey and the key milestones in the sales process, you can use that information to chalk out a solid sales game plan and marketing and sales best practices to be followed at each step of the sales cycle. Reach out to your prospects with assets that are relevant to them and their position in the sales cycle and see them warm up sooner to you.