B2B sales and marketing professionals are always on the lookout for new tricks of the trade to help drive customer and overall business growth. Sometimes, though, the ample amount of resources at our fingertips can make it hard to differentiate between valuable advice and tips that should go in one ear and out the other.
Modern service providers are like airline companies. Airline companies specialize in transporting precious cargo (wanderlust and business travelers) from destination to destination. Modern service providers do the same.
Over this series you've learned about several aspects of the C-Suite—who they listen to, what they're really like, where they turn to for information, and how to create content they'll engage with.
A long time ago, IBM forever changed sales with the introduction of BANT. The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline.
Yesterday, I was having a discussion with the Chief Revenue Officer of a modern managed service provider. They are focused on cloud migration and hybrid cloud for their clients. Their customer segment is companies from 50 to 150 users, and they have a unique SaaS tool that will fit their requirements.