This is part 4 of a 6 part series that goes through the entire buyer’s journey all the way from market awareness (how you make them aware) to post sale.
Here are the areas we covered:
We have a buyer, they have gone through realizing they have a business problem. They more than likely have experienced pain because of it (business pain, loss of revenue, loss of something, they will lose if they don’t fix it, etc.)
They began researching to figure out what they have on their hands, and then they research to see what are the possible options to fix it,
Then they need to decide on the method, means, etc….
Then BOOM!!!! You pop up some how some way, they found you… you found them.. They are willing to talk to you…
They probably have a thousand questions…
So a big mistake I see a lot is that vendors will come into this exact situation and assume that the buyer is educated…
They are not…
They assume that the vendor has earned the trust…
They have not..
They have assumed they established a relationship
They have not…
At this point, the vendor has to work hard to demonstrate that they are worthy…
What happens if you haven’t established the know like and trust?
What we discussed in our “Interesting Tech” segment:
AI Singularity – Cyberdyne is real:) Do you need to look at the digital transformation to remain competitive?
https://www.valdostadailytimes.com/news/business/it-leaders-see-opportunity-from-ai-but-lack-technology-skillsets-and-governance-to-realize-the/article_39dd3251-4a92-5a62-b460-eeca43d2b059.html
At the end of the day, it’s about recurring, repeatable revenue!
About the Hosts:
Edward Golod, Founder & CEO of Revenue Accelerators, and co-Founder of Technical Thought Leader (.com). Ed is a C-Suite Sales, Marketing & Value expert, as well as the revenue architect for clients in three continents and 10+ countries. Ed has personally been responsible for closing $265M in Enterprise sales throughout his career and has grown two startups, had two exits, and grown on to $40M. Ed regularly is renowned for his unique ability to create, articulate and leverage executive and value-based messaging that has reached the C-Suite at Fortune 100 companies, creating new opportunities at Viacom, JPMC, Citicorp, Cablevision, Voya Financial, HBO, Lowes, Under Armor, Dicks Sporting Goods just to name a few. Ed’s sales systems have generated $100’s million of dollars and $3.4B in value for him and his clients.
Ed can be reached at ed@revenueaccelerators.com or on LinkedIn: www.linkedin.com/in/edwardgolod
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front-row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for themselves and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn