Looking to generate better sales leads?

Building client personas may be key.

Our 4D method can help you boost sales and bring greater precision in defining the clients you want to attract.

There’s a well-known saying in the world of computer science: garbage in, garbage out. But there’s a more positive way to spin that adage — which is basically saying meaningless data leads you nowhere — and flip it on its head: Rich, meaningful data can be the path to better decisions and greater sales success.

And yet, the significant insights of the sales team, whose main goal is richer more qualified sales leads, is often overlooked as a path to greater lead generation success.

Who is the expert on your investors?

If you work in sales, you probably already feel like you understand your investors better than anyone else at your firm, and that’s likely true. But how do you effectively transfer that knowledge to your marketing and technology partners so that it feeds into the firm’s lead gen processes and spins out higher-quality opportunities?

One way is by helping your organization build client personas they can use to fine-tune their targeting. You may think building a client persona sounds complicated, but it’s not. Here are four steps to help you get started.

Step 1. Identify your ideal client.

It’s sounds obvious enough, but you’d be surprised how many organizations miss the mark because they skip this step. Defining who you want to reach, clearly and in as much detail as possible, provides you with an opportunity to use what you know about clients to create your target.

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