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You realized you need to make your outreach about your prospect

You realized you need to make your outreach about your prospect, but you lack the knowledge on the


*challenges they face

*how your products make them the hero

*thoughtful provoking questions


I hope you like to research because I’m giving you HW today


Step 1: open Google and type in “Top Challenges *insert title of ICP* face in 2020"


Step 2: open up the first 10 websites, they should be lists


Step 3: speed read them, what are the common themes? Put your findings in a doc. Please, for your sanity and mine keep this simple, you need the main challenges


Step 4: Map these challenges to your product, what ones can you solve? Throw away the ones you can’t solve


Step 5: Flip this research into your outbound


More tactical tips in my next post, stay tuned!

Chris von Huene
Account Executive at Xerox
Bravo
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