- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
As you know, a “sales model” refers to your approach to selling.
This approach is determined by your product, customers, industries, and pricing model.
💡 Why a sales model is important?
Helps sales leaders channel resources in a given direction.
For example; Account Based Marketing or Strategy (ABM/S) will channel resources for out-bound sales efforts for a set of identified accounts.
While an in-bound sales model will invest heavily on marketing efforts through SEO, SEM, Content marketing.
Types of Sales Models :-
⭐️1) Account-based marketing or sales (ABM or ABS) :-
Tiered approach to identified accounts with a highly personalized, templatized and generalized sales approach to generate demand from such accounts.
1 : One – personalized sales efforts
1 : Few – templatized sales efforts e.g. similar type of accounts
1 : Many – generalized sales efforts accounts in a given industry, geo
⭐️ 2) In-bound Sales :-
This approach channels resources to attracting attention and inspiring action from target customers through SEO/SEM, programmatic ads, content marketing, webinars, events, etc.
⭐️ 3) Out-bound Sales :-
This approach invests in prospecting, qualifying, demand generation from target accounts through email marketing, social selling and cold calling at scale
⭐️ 4) Self-service Sales :-
Suitable for “dot it yourself” tools where you download software or subscribe to tool to gain access to the capabilities. It can be both in-bound and out-bound sales.
To conclude, it does NOT have to be one model against the other. Usually, a combination of the above works best.
#b2bmarket #b2bsales #b2bbuyers #b2bsalesmodels #b2btools
