Finding your ‘right to win’ – the more niche, the better

At Bright Evolve, we always recommend quality over quantity and believe that a personalised approach to outbound sales is most valuable. Our sales advisory services help clients navigate one of the most common challenges – knowing where to focus. In fact, many businesses try to go so broad that success risks being more luck than judgement. Just because your product or service could benefit everyone, doesn't mean you should target them! Effective sales strategy development begins with identifying the right niche market.

This month, we saw one of our clients utilising our Outbound Sales Service receive a 'hot' lead from a key player in their target market just a few weeks after we started, with conversations already being had about offering them their services. This success demonstrates how tailored growth action plans and actionable sales strategies for startups can yield rapid results.

What we've learnt from that success is instead of trying to hit as many different sectors as possible, a more refined approach is better. In this example, our client had a great success story which would mean something to only about a dozen organisations. We targeted key people in those organisations, with a very personal message and a story which would resonate with them. Not only did this pique interest, but it also meant our client is joining that call with confidence because they know the challenge trying to be solved.

How to find your right to win:

• Start by looking at recent success you’ve had and your biggest client to date – where have they come from? What’s the industry? What’s the job role of your key point of contact?

• Research who the other key players are in that industry with similar financials – size of the company, number of employees etc.

• Do you have any case studies? Case studies/success stories are a great way to show evidence of your recent success to new prospects. Everyone loves a key stat, so be sure to include those!

• Update your outbound messaging to include a key line taken from one of your case studies for the relevant industry.

Implementing scalable sales functions like these can help you narrow your focus and increase the likelihood of success.

We’d love to hear about any recent success you’ve had and where you’ve discovered your right to win, or if you need any support with sales solutions for B2B startups, please get in touch with us!