you also need to know who else is trying to solve for them outside of your company

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ou want to stand out and be unique, while still speaking to what your prospects need (and want).

In this video, our Principal Growth Advisor Karly Wescott list of barbados consumer email breaks down the importance of understanding your buyers, as well as some additional tips and techniques for sales that she has learned during her time at New Breed.


2. Focus on the Right Leads
According to Ken Krogue, Founder & Board Member of InsideSales.com, "it's really about the leads." From our standpoint, this means understanding what makes a lead a good fit for your company so you don’t waste your time on people who will never become customers.

This sales technique starts with knowing who you're targeting (i.e. identifying your buyer personas and ideal customer profile). From there, you should be able to determine what they're struggling with, what their challenges are and how you can align your messaging and offers to their pain points.

When you focus on the right leads, you tend to see better win rates, larger average deal sizes and higher customer lifetime value. If you’re focusing on the people who are best served by your solution, it’s easier to close them as customers.

This way, you’re not spending as much time selling to them and you’re going to have a higher probability of closing them. You just have to ensure your timing is right and that they’re ready for what you’re offering.