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Specific challenges each person faces within your ICP

You’re a pro at your prospect's industry, though do you know the specific challenges each person faces within your ICP?


Put on your thinking cap!


Does an Entry Level employee face the same challenges as a Director? No!


That means your outreach needs to cater to their seniority, this isn’t a perfect science so mix in some art, I know you can pull it off.


Here’s the recipe:

1. Google seniority levels and what each one does


2. Think through how your product makes their lives easier


3. Take one value proposition and apply it to each seniority level


4. Start multi-threading the account, meaning you’re reaching out to the Manager, Director, VP and C-Level


We’ve covered their job vertical and role-specific challenges, what’s up next? Industry challenges!

Chris von Huene
Account Executive at Xerox
Bravo
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