Use this template for nailing targeting (for both inbound Marketing & outbound Sales). Below are the steps
1. Create your version of this spreadsheet.
2. Ask Sales, Marketing, CX, & Product to add their ideas.
3. Make logical combinations of the ideas in the top section (if not already done when people added their ideas).
4. Ask people to rank their top 3 (or 5) rows of the combo of these characteristics.
5. Come to an agreement on what your top 3 rows/combos are, and then focus almost all your efforts on them only.
Now you have your exact targeted audience to go after. AND your messaging can be very targeted to their pain points and opportunities.
For paid social in LinkedIn, metadata.io, Clearbit, or some other tool – use these job titles, company characteristics, countries, etc. to narrow down your audience.
For outbound, use the criteria to make your list for outreach. You can use ZoomInfo, Apollo.io, Lusha, or others to filter down companies & contacts using the criteria you created. Now outreach to this niche audience with a specific message.
Every company is going to have slightly different columns. E.g. Some may not need “Integrations Required”.
What would you change about this template? Have you found success doing something similar?
(Click on the image to make it bigger. Or right-click the image & click “Open Image in New Tab” for a full-screen version.)