In my earlier blog, named, “Acquiring 1 to 10 enterprise SaaS customers in a foreign land” – I wrote how to go about generating a targeted account list. You will be surprised that this kind of a list will be spot on with your ICP list. This is primarily since your own prospects have developed this list for you and not your sales research team. When your own customer or close prospect refers you to another prospect, it’s always different.
Now, you have a POC in hand to initiate discussion or at FREE will to establish contact with someone in the targeted company. However, you move forward, discovering whether the problem resonates with them is a simple conversation. The moment they hear Jim referred you to them, you are within one of the concentric circles ready to share and discuss as much as possible. Very soon it all goes “we” from “me”!
A greater organization is pulled in quickly and generally an owner/buyer emerges from within the company who will champion your cause and take responsibility.
To be sure on whether he is championing the right cause – a simulation or pilot demand is put to commission. This is a 40% win for you. No company likes to invest effort and money unless they are sure they want to pursue the discussion. will write about these more during my next post… Till then, stay well.
Sunny Ghosh
Founder & CEO, Brewra Ventures
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