A member of your sales team asks why defining your target buyer needs to be part of your sales enablement strategy. How do you respond?

QUESTION

A member of your sales team asks why defining your target buyer needs to be part of your sales enablement strategy. How do you respond?

“One of the best ways to increase your sales efficiency is to spend more time with people who are more likely to buy and less time with people who are less likely to buy.”

“Defining our target buyer makes it easier for us to track the progress we’re making toward achieving our goals.”

“It’s impossible to implement a sales enablement strategy without first defining a target buyer.”

“Although it isn’t a required part of a sales enablement strategy, defining a target buyer is a good way to identify gaps in our current sales process.

The correct answer is:

A member of your sales team asks why defining your target buyer needs to be part of your sales enablement strategy. How do you respond?
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