If you are like many of our customers, you have a big data solution and are looking to connect with those who might have a propensity to buy.
There are two ways you can approach this task.
You can take a shotgun approach, building the biggest possible list of IT decision makers and sending them your boilerplate pitch about the features and benefits of your product.
Or, you can plan a surgical strike, targeting high-ranking executives with known big data intiatives in place and writing them personalized communications citing their intiatives, and specifically describing how you think you can help.
“We don’t want to give the impression that we are collecting so much data on our customers that we might be violating their trust…”
Jeff Donaldson, SVP, Information Technology and CIO, Gamestop Corporation
Which approach do you think would be more effective? Most people would say the latter.
When it comes to behavior however, most salespeople choose the shotgun approach.
Why? Because it's easier. The surgical strike sounds like too much work.
But here's the thing. It isn't. And the payoff is huge. It puts you in the position to have a business conversation with your customer--one that can lead to a multiproduct solution deal as opposed to a few point products. It also paves the way for a long-term, relationship built on trust and credibility that will continue to pay off for years to come.
At Boardroom Insiders, we help our clients execute surgical strikes and close bigger deals, faster.
Now we want to share some of our secrets with you.
Using Big Data as an example, we have put together a toolkit of articles and resources that will enable you to execute a surgical strike on Big Data decision makers.
First we'll share with you our list of hundreds of executives with known big data initiatives. Then we will tell you: