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When finding the right prospects, the most important aspects are:
It is important for your sales teams to consider the buyer's journey from your prospect’s perspective as opposed to your own perspective.
Your sales team is looking to convert more leads into clients.
Obviously, nothing will replace the sales professional and consultative value of helping your opportunities make the best decision. However, what are some of the things we can do to accelerate the buyer’s journey and their buying process?
Closing larger new clients requires your sales team to focus on segmentation and personalization. You cannot personalize if you do not segment.
People are more likely to buy products and services from those they trust. Developing a trustworthy relationship with your clients requires you to educate them. Whether they are small or large clients, education is critical.
You should especially be educating your larger clients if monthly recurring revenue is part of your SMART goals; churn is toxic. If you do not want churn, it is critical you delight your clients.
When prospecting for larger sales, differentiation is absolutely critical. If you look at all the consolidation and competitive pricing going on in many industries, it is abundantly clear your business must stand for something different to stand out.
Continue reading to learn how your company can differentiate from your competitors through understanding the buyer’s journey and creating hyper-relevant content.
To attract large decision-makers, your goal should be to spark a reaction from them, known as a two-pronged emotional reaction. A two-pronged emotional reaction may sound something along the lines of:
SP Home Run Inc.
1200 North Federal Highway
Suite 200
Boca Raton, Florida 33432
(561) 282-9470