This is part 3 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:
It doesn’t matter because we all go through the same emotional, logical, and psychological process in order to make a buying decision.
So it’s actually pretty important to be seen & positioned as an expert early so that you establish your expertise and become the only logical choice.
According to Acquia, (Drupal CMS) 61% of shoppers feel that brands that know them don’t, not even at a basic level. Yet, 87% of marketers are confident they’re delivering a winning CX. “Its a trust roadblock reinforced with fear of change”
So let’s break that down, the prospect has done some previous research and feels like they have gotten a handle and understand their issue, the cause, the symptoms, what happens when others have that same issue, and they are now thinking … “OK since I know what the problem is..,
What do I do?
Do I need to do anything?
Will it go away?
How will it go away?
How much is this going to cost?
Is it worth it?
What do others do to fix this?
Does it fix it?
What does this entail if I go down this road?
How much time is it going to take?
Will I be better off than I am now?
Gloria was feeling a bit testy and we looked at a few messages and dissected what was wrong with them and why they didn’t get a positive response.
What we discussed in our “Interesting Tech” segment:
XaaS baby! Are you ready!
https://diginomica.com/quarter-century-saas-25-years-xaas
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