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Sales Strategy

Building a sales strategy is the first step to creating a successful outbound sales engine. From buyer personas to email cadences, our sales strategy glossary outlines all the important aspects of a complete sales development strategy and playbook.
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Saleshive lead generation glossary

What is Sales Cadence?

Sales cadence is a sequence of messages and other tasks that a sales rep uses when reaching out to their sales prospect lists to follow up with them. They often contain emails, LinkedIn messages, phone calls, and voicemails. Most sales teams use sales outreach platforms in order to set up their sales cadences efficiently across their sales teams. One typical feature is that a prospect is removed from the cadence after the prospect hasn't responded to any of the steps inside of the sales cadence. Sales cadences have become best practice for SDRs and are widely used across B2B sales teams.

What is a Buyer Persona?

A buyer persona is an ideal description of the demographic of people who want to purchase a company's goods or services. This customer profile will likely inform your buyer personas, but the personas themselves should be defined by categories such as age, gender, job title, function, seniority and income. Most importantly, learning the buyer persona should help a company understand the pain points and challenges of each individual to know how a product or service solves those issues. Sometimes the term “ideal customer profile” and “buyer persona” are used interchangeably, because the core concepts of ideal customer profiles are used to build out buyer personas.

What is a Sales Development Playbook?

A sales development playbook is a strategy document that outlines the entire sales development strategy for an organization. It typically consists of a total addressable market (TAM), ideal customer profile, buyer persona, company overview, value proposition, competitor analysis, targeted messaging for general and specific campaigns, outlines the meetings setting process, and lead assignments. It also includes the qualification details of each potential prospect or client.

What is a Buying Trigger?

A buying trigger is an event that makes a buyer, whether it's an individual customer or entire company, more interested to purchase a company's products or services. The buying trigger creates a sense of urgency. Sales development reps use buying triggers to increase their conversion rates by targeting companies that have a higher likelihood of buying. Sometimes employment changes create a higher likelihood of buying due to the fact that new managers tend to make large changes, including buying new products and services.

What is a Sales Development Strategist?

A sales development strategist is a third party contractor that is hired to set up and optimize the sales development strategy for an organization. They typically meet with all stakeholders at the organization to first get an overall understanding of the company, its processes, and value proposition. These sales development experts are great for bringing in fresh ideas and streamlining time consuming sales processes. They are responsible for managing the sales development team and working with SDRs to improve their sales tactics with day-to-day operations.

What is Growth Hacking?

Growth hacking is a form of marketing in which a product or service generates new business passively without spending a lot of budget money. Most of the time it features a key or best-selling product that will perpetuate user growth. For example, the default email signature for an iPhone is the words "sent from my iPhone." This feature was built into the product so when a user sends an email the recipient reads the word iPhone, thus generating product awareness passively.