Salesforce Trailhead

In the second unit of the Salesforce Trailhead module, “Prospecting for Better Sales,” we learn how to:

  • Identify segment prospect accounts
  • And understand messaging for specific contacts

Part of a strategic approach to prospecting means understanding which people and companies to target. Click To TweetSalesforce remind us, in essence, that it is more valuabe to reach a small niche audience that is more likely to convert rather than reaching a huge audience in hopes a majority of them will turn out positively.

Salesforce Trailhead provides actionable tips for success to develop the best sales contact strategies.


It isn't possible to give every contact the same amount of attention, so it's important to segment accounts by priority. Click To TweetSalesforce recommends three tiers:

  • Tier 1 – Encompasses those who are the “most likely to be interested and actually purchase.”
  • Tier 2 – Encompasses those who “may not be ready for that level of engagement, but can be developed with a little effort.”
  • Tier 3 – Encompasses a “larger pool of prospects that definitely require nurturing before they’re ready to enter the sales pipeline.”

Establishing a tiered focus will help to keep your salespeople on track.

Still, an effective contact strategy is not a one size fits all model, Salesforce reminds us.

Because of the vastness of the Web, customers are more knowledgeable than ever. They require ample personalization and understanding to become loyal to a business. It’s the salesperson’s job to provide this individualization and empathy.

But, it’s not just important to target by these tiers, but to segment these tiers even further, under job function.

Understand the critical roles you’ll need to reach out to. These roles will be the decision-maker. They could be IT directors, VPs of Sales or Marketing, etc. – anyone who is frequently involved in the buying process.

The best targeted messages are:

  • Short
  • Specific
  • Results-driven
  • Conversational
  • Positive
  • Inspiring
  • Unique
  • Beneficial to the prospect

Among these tips, Salesforce reminds us that an effective strategy is just the start! In the next unit, we explore how to execute on this strategy with Salesforce.


Learn more about developing an effective contact strategy for your sales team when you start this module yourself here.


Do you need help refining or defining your sales process, or do you have another sales process concern that is keeping your team from moving forward? Discover the benefits of Ledgeview’s Sales Consulting Services here.

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