Getting a Foot in the Door With Verticalised Sales Strategies

Most CXO respondents to our Revenue Growth Plan Assessment have said they do not have an ‘in-depth, data-driven understanding of the needs and pain points of the customer segments or verticals [they] are targeting’.

This might be OK for some companies, but we have seen for B2B that building a verticalised sales strategy can help a company gain a ‘foot in the door’ with prospects.

What does a verticalized sales strategy look like? For starters, it is about understanding the goals, strategies, performance and pain points of target verticals and specific prospects within them, and then tailoring the value proposition to ensure the tightest possible fit between what is offered and what prospects need. A similar approach to B2C can be taken, based on segments and not verticals.

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