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Pain points for an industry easily translate from customer to customer.  In order to maximize your chances of winning with your prospects, consider taking a person-centric approach to sales. Sales people taking a person focused view are better able to communicate not only what differentiated value they offer – but how it relates to the key pains in the businesses of their buyers. This naturally leads to momentum and growth in a given specialty area. While many businesses focus on Line of Business (LOB), the age and size of the customer, having an industry focus is vital. In fact, 82% of prospects say that content that is industry focused is more valuable in decision-making. How confident are you in starting an industry sales or marketing discussion? By simply layering your known industry knowledge on top of your existing marketing plans, you can leverage existing content to work harder for you. Using small market tests to validate your message against your customer needs in the market will save you time and money while simultaneously expanding your knowledge and gaining sales momentum. Building a value proposition around industry forces you to ask specific questions that helps your desired messaging to appear. Join Natasha Loeffler-Little from SAP as she discusses the benefits of focusing on industries and her three steps to industry success in this week’s SAP SME Marketing Academy Momentum Live Session. Register now to attend live on Thursday September 29th at 11a.m. EDT or to get access to the on demand session.

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