A cheat sheet for knowing what your prospect is thinking.
While it’s not possible to read your prospect’s mind, an industry playbook specific to their industry can come close by clueing you in to their biggest concerns, competitors, and goals.
CREATE AN INDUSTRY PLAYBOOK IN 6 STEPS
An industry playbook that you can apply to individual accounts helps tie what you’re selling to the customer’s problems. It empowers you to tell the story of your product or service in a way that resonates with the buyer & increases your chance of successfully closing a deal.
Step
01
IDENTIFY INDUSTRY BUSINESS
AND TECHNOLOGY TRENDS
Step
02
DEFINE INDUSTRY
RISK FACTORS
Step
03
ANALYZE INDUSTRY
FINANCIAL PERFORMANCE
Step
04
IDENTIFY COMMON INDUSTRY
GOALS AND STRATEGIES
Step
05
DETERMINE BUYERS WHO
ARE SUPPORTING GOALS
AND STRATEGIES
Step
06
DEFINE BUYERS’ INITIATIVES
AND OPERATIONAL KPIS
READ WHAT OUR CUSTOMERS SAY
FinListics Solutions enables us to quicken the sales cycle and let clients visualize the benefits of a consulting project or an analytics value proposition. The ROI calculators make it fast both for you and for your prospective client to see what's at stake if you don't act.
- HEAD OF CUSTOMER ADVISORY AT SAS
ClientIQ better prepares our team for meetings with customers and allows us understand their business better. It helps you start with the business outcome, what it would mean for the customer, and how to achieve it.
- SENIOR ACCOUNT MANAGER AT CISCO
We are able to position a large sale by showing the big picture results vs. the sale price only. I really appreciate seeing why I should take a different approach to my sales tactics with my customer based on overall insights into their business.
- SERVICES SPECIALIST AT CISCO