Lists

One of the most important parts of selling is also something salespeople screw up the most.

If this isn’t right, your calls, your emails and your follow up will all be a wasted effort. I imagine it’s something none of you will predict - it’s your list of leads.

If you’re targeting the wrong people, then no incredible message will sell your solution. Without the right who, the what, the how, the when, and the why are irrelevant.

So when deciding on your list of ideal customers, there are 3 factors I recommend to look at:

1. The buyer persona

2. The industry or vertical

3. The common observation

The problem most sellers make is that they cast their net too wide. 

If I run a campaign targeting every Head of Sales in the UK, my messaging will be super generic. 

But if I run a campaign targeting VPs Sales at Fintechs hiring Account Managers, I can customize my messaging to the hiring pains of FinTechs. 

The more specific you can be with your list, the more successful you’ll be.

Cheers,

Michael Hanson

CEO GrowthGenie