At GrowX Agency, we understand that increased sales are a consequence of the many actions we undertake to achieve this, and to do so we have a team in charge of executing them. What are these? The team members can explain it to you much better.
To do this, the GrowX Agency team will answer the following question: How do you contribute to generating sales opportunities?
Doing inbound is thinking big
Manuel is the person in charge of understanding in depth the most viable way for our clients to grow. He is a specialist in inbound marketing, inbound sales, and digital transformation; he diagnoses, writes articles, teaches workshops on growth and sales strategies, and is the CEO of GrowX Agency.
signature-Manuel“For me, Inbound is the most fascinating business growth strategy. It is a philosophy, a methodology, and at GrowX Agency we support it with tools. The result is constant growth and providing competitive advantages to the organization.
However, it is not for all companies. If, in an initial process, we analyze that the product or service you sell is very transactional or that the organization's culture is not prepared for constant growth, we prefer to be honest and recommend other growth paths.
Another important factor for the success of the inbound growth strategy is the deep commitment of the management team. They must lead by example, since it is a process of company transformation and it starts with people. We integrate our clients into an immersive learning process.”
To generate business opportunities we must know our ideal clients
Why define buyer profiles? To generate more and better sales opportunities, we need to know who we are directing all our efforts and resources to; buyer personas are the key to the success of the inbound strategy.
“ If we want to attract good prospects and turn them into customers, we must first deeply understand what a good customer is.” Manuel Echeverría
I'll tell you about the definition of our most recent buyer personas. To do this, we held workshops in which our client's salespeople participated, surveyed clients and partners. Why? Being a B2B company, we understand that although it is aimed at companies, sales are closed with people : purchasing managers, general managers, commercial managers, department heads, etc.
We must be able to understand them in order to provide them with the ideal croatia phone number data solution that meets their needs and helps them achieve their goals . For example: in the same company, two people could make the purchasing decision: the Sales Manager and the General Manager. They are two buyer profiles with the same objective, but with different identifiers. Therefore, the tactics that I implement are different for each one.
Even according to studies in B2B purchasing processes, 5 to 8 people are involved in the purchasing decision. Although your sales team probably only has access to the purchasing manager and the person who technically reviews your solution.
The workshops allowed us to understand the perspective of the companies they work with and the clients, and also allowed the sellers to be aware of the decision makers with whom they have contact until the sale is closed.
To develop the buyer profile, it is not enough to know the sellers' perspective, we also need to have first-hand information, so we conducted customer surveys.
Due to the nature of the company, we also conducted interviews with partners. Knowing their experiences allowed us to do a more in-depth analysis of the customers they are targeting and who they want to reach.
After gathering all the information, we did the analysis . The final result is part of the buyer profiles. Of course, it is easier to write it than to do it. The creation of buyer personas requires time, personnel and resources to carry it out.
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