Yes he told the prospect the headline of what we are. And so that Leaders like yourself, have the confidence that everyone is singing off the same hymn sheet in the field” They need it to be in their moment of need so that they have the confidence and competence to go out and make the very most of their critical customer conversations. What does that mean? Well sales people need instant access to the learning and marketing material they need to be successful in their moment of need. My colleague Chris Fry nailed this on a discovery call I listened to, where the prospect literally said ‘please just tell me what it is you do’. You might THINK this is what your prospect wants to hear, but believe me - this is a one way street to them thinking ‘I don’t need one of those’.
#KEYNOTE 522 SOFTWARE#
“So its an Enterprise grade software platform that has training modules and content management capabilities, along with advanced rich analytics and tracking.” The mysterious sales pitch or ‘leading with problems’ or the questions we have asked them, has left them mystified.īut the temptation here is to literally describe what your product is, what it looks like. Our prospects just want to peel it all back and understand what it is we are selling. “Can you just tell me what it is you do?” This shift in focus will undoubtedly yield more fruitful outcomes for both parties. So, the next time you are inclined to emphasize features, consider how your product can genuinely assist your prospect. This method not only benefits the prospect but also fosters trust and credibility.īy embracing a customer-centric mindset, I have witnessed a significant increase in sales success and long-term client relationships. This strategy led to a captivating and fruitful conversation.Īs executives in software companies, we must prioritize the needs of our prospects who seek solutions to their problems rather than an exhaustive list of features.Ī customer-centric approach entails recognizing our prospects' pain points and demonstrating how our product can alleviate them. Instead of overwhelming the prospect with features and capabilities, his colleague focused on addressing the problems the platform solves and why the prospect should care. The challenge many salespeople face when presenting their products to prospects lies in resisting the urge to elaborate on every feature and function, which often results in confusion and disinterest.Ī prime illustration of a customer-centric approach can be seen in how a colleague of his addressed a prospect's request for a simple explanation of their sales enablement platform.
I couldn't agree more with the significance of adopting a customer-centric mindset in sales development for B2B software companies.
#KEYNOTE 522 HOW TO#
Hands-on exercise: Creating a lead generation campaign using ChatGPTĪre you tired of losing prospects with a laundry list of features? Here's how to take a customer-centric approach and win them over Chatbot implementation for customer service and salesĤ.4. Generating targeted leads using ChatGPTĤ.3.
Hands-on exercise: Optimizing content for SEO and social mediaĤ.2. Social media post creation and schedulingģ.4. Keyword research and content optimizationģ.2. SEO and Social Media Strategy using ChatGPTģ.1. Hands-on exercise: Creating engaging blog posts with ChatGPT
Copywriting for ads and email campaignsĢ.4. Applications in marketing, blogging, SEO, social media, lead generation, and salesĢ.3. I'm getting daily calls asking me to run workshops on this subject.ġ.3. Everyone wants to master ChatGPT and unlock the power of AI for their marketing and sales.
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