The campaign design is the blueprint for the sales acceleration process. It sets out who you are targeting and who will do what. Good campaign design involves being smart about your intended outcomes and aware of the context—you want to stand out from the competition. 

Campaign strategy

The strategy identifies the target audience, personas and pain points, and key messages you intend to use. It should also set out the driving need for your product or service and quantify what success looks like. 

Data acquisition

Complete and accurate data is the lifeblood of any sales acceleration campaign, and getting the correct data for your target market can be challenging. Data gathering and processing are subject to regulation, so ensure you understand the legalities and thoroughly document your approach.

Market Intelligence

What does the market look like, and how will you gain visibility? Market intelligence helps you understand the competitive landscape and can inform your approach to each prospect, especially in ABM scenarios. Thorough research will give you a good idea of the problems you can solve now and some that may require you to adapt your product or service.

Campaign playbooks

The playbook is the beating heart of a sales acceleration campaign and contains the messages used to build relationships that underpin success. Confirm that you are talking to the right person, give people what they asked for or need and resist the urge to sell. Yes, that’s right – resist the urge to sell!

Sales acceleration technique

Sales acceleration is a systematic process that builds on earlier phases and gradually hones in on the pain points relevant to each persona. Be succinct, show empathy and move the conversation forward with helpful information. You want to engage someone first and foremost, and then you can establish whether you are a good fit for each other. 

A tough but rewarding journey

“Sales acceleration is a tough but rewarding process. Businesses may be tempted to take shortcuts as they pursue growth. Take it from us—you have to put in the groundwork if you are to build lasting relationships that last for years.”

Corrie Williams, elemental CEO and founder. 

Contact Elemental if you want to know more about how we can help or if we can share the secret sauce of sales acceleration techniques with you and your team.