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Three Sales Strategy Questions

What happens when salespeople don't have clarity on your company's sales strategy? DSG has a proven process for helping leadership teams build alignment around their sales strategy plan, and the result is your salespeople will invest their time and resources in all the right areas, and have the highest probability of success. 

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Video Transcript

So what happens when your salespeople don't have clarity on your company's sales strategy? What we find is that there is a potential for your sales team to waste time and resource in all of the wrong areas when in fact your company's sales strategy should be informing where they can have the highest probability of success. And so what we find is that leadership teams should be focused on helping their sales people with guidance around three sales strategy questions.

The first is “where to go.” So what are those characteristics of the ideal customer? What makes that account worth investing? And are there any red flags that say hey, don't go after this type of company to to reinforce our sales strategy?

The second question is who to engage? So what are those customer audiences and personas that we should be seeking to lead uh customer conversations with. And then lastly, from a sales strategy perspective, what do we want to sell to those accounts and those audiences?

And so we find three deceptively simple questions that in many cases companies can struggle with coming up with consensus around answers to these strategy questions. And so DSG has a proven process for helping leadership teams debate the best ideas and build alignment around their sales strategy. And the result is your reps will invest their time and resources in all the right areas, and have the highest probability of success.

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