For the last 2 weeks, we have looked at how we can manage prospect data efficiently and how we need to approach these segmented groups.
In this third and concluding post, we are going to look at how you can benefit from effective prospect/ lead market segmentation.
- You know what to do
When your sales enablement platform gives you a humongous amount of highly focused data (here’s a checklist of the kind of data we’re talking about) about your leads and prospects, you are able to segment them into extremely targeted groups. This means that you will have data about their exact needs and wants. Getting the data itself is half the battle. Then, if you have a smart sales enablement software, your data will be delivered to you in its actionable form. This actionable Big Data will give you the heads up on how you can best approach these segments. You can implement methods that work well for the segments without wasting resources on research. That gives you an action-oriented plan for your marketing and selling activities. - Your selling strategies are highly streamlined
Lead segmentation means that you have the best of best leads your way. When you have segmented these leads into clearly segmented groups, you will cease to be one of those marketers who targets the whole universe. A niche target group cuts the ambiguity about the likes, dislikes, needs of your targeted segment.
In fact, knowing what your leads don’t like is VERY important. This will stop you from being an unwelcome marketer hawking unwanted products and services. You’ll be the one marketer that every time they see you, they will know that you mean business.
Also, now you can develop corporate image as a firm whose business is one that resonates with its prospects. As an added advantage, lead segmentation ensures that you concentrate your resources where you can achieve the highest return on investment (ROI).
- You can target using highly personalized emails (which means better interaction with prospects)
Segmenting your prospects lets you narrow down the kind of audience that you cater to. These target groups need you, and you provide what they need. A straightforward strategy like this leads to an honest interaction.
For example, personalized emails resonate with your audience in a way that generic ones don’t. A sophisticated sales enablement software which provides you with actionable Big data is your best friend when personalizing your interaction, email or otherwise. Actionable Big data gives you insight into prospect fundamentals, which you can then incorporate into your conversations. Further, you can provide them access to meaningful and value-adding content that will establish you as an industry leader. At the end, your personalized interaction with prospects will culminate in a wider sales funnel.
- And finally, you can close more sales
Managing your “data well” is all about differentiating between the useful and not-so-useful data. To be honest, this is the very first step of the whole process, yet this is where even the most seasoned marketers falter. If you want to master this crucial step, you must think of investing in a sales enablement system; a system that focuses on making big data actionable for your sales reps.
This Sales Enablement software will give you big data that is refined, clutter-free, and actionable from a selling perspective. This big data combined with the way you strategize is the perfect recipe for empowering your sales reps to understand and approach prospects more confidently. This is one process where you can see a noticeable change from the very first step.
Taking these necessary steps will lead you to discover the right leads, understand their precise needs and deliver accordingly, thus leading to more sales.
