A target market is a group of individuals sharing similar needs or characteristics that your solution can add value to.
Identifying a target market allows your sales team to customize the sales strategy and messaging according to their perceived benefits and focus your efforts on those most likely to purchase.
In this section, you can create and define your company's targets based on which you will visualize your messaging, reporting results, and cadences.
How does it work?
Create target marketsGo to My Playbook and select Target Markets from the left menu bar.
- operate in the same countries?
- belong to the same industry?
- have a specific tier or billing level?
- share a common product-to-sell?
Use these answers to predetermine the value of fields according to the target market.
In this way, if your target market is B2B procurement Spain, you may want to set as a condition that when this target market is selected, the field Country is filled in automatically with the value Spain.
The same target market can encompass more than one country, or industry... therefore you can select several predetermined values.
Finally, choose the buyer personas for this target market. This is, the people profile that your sales team will aim at. For example, Head of Sales and Sales Manager. Click on SAVE.
Review target markets
To have an eagle's view of the current target markets and their segmentation, click on Check Target Markets.