B2B Prospecting Is Not What You Think. It’s Personal.
During a research interview on behalf of a highly innovative tech manufacturer, I asked a customer, what this company’s greatest strength is. The answer-my sales rep. B2B Prospecting Is Personal It’s a tenet of my marketing belief system and a strong competitive differentiator. The better we understand our prospects and customers as people, the better we can communicate with them about their goals and challenges. Are We Making B2B Marketing More Personal or Making More Marketing?
The Network Of Me And What It Can Do For You
Come, take a walk with me and let’s talk about sales. In fact, I’d like us to put on our prospect hats because the experience is unique. It’s really important to our discussion.
Good Fences Make Good Neighbors (Even If They’re Sales And Marketing)
The river between sales and marketing runs cold and deep. We can see each other’s camp on the opposite bank, just out of range. That we all work for the same corporation is often the irritant, yet I have seen how much success is generated when there is cooperation. Let me tell you how. “Good fences make good neighbors,” Robert Frost concedes in his poem Mending Wall. He’s not entirely happy with the concept, but the sucker works, and it will work here. Building a strong fence will define the playing field (formerly, battlefield).