Understanding prospect’s POV?

Question

Whats the best way to understand your prospect's POV? Feels like I'm just shooting shit in the dark, it's been landing from pure volume, but I'd like to understand problems on an industry level to help w/ cold calls/emails

I sell B2B for D2C marketing teams, but this question would likely be useful for all new sellers, so no need to keep it strictly to marketing.

Accepted Answer

What have you done to try and understand your prospects? How are you trying to relate to them? Help us understand that and then we might be able to help you.

Answer

Write down your own work DILO (Day in Life Of). It would look sth. like this:
• <span>Access Salesforce, email, and outreach

Answer

do you have a current client? can you shadow them for a day and see how they utilize your offering and what their process was like before?

Answer

Ask them?

Answer

In addition to the excellent advice already here, I'll add: understand your prospect and what they are responsible for accomplishing. What challenges do they face? What constitutes success for them in their role? Those questions work no matter where you are on the corporate ladder; for example, what drives a CMO is different than a Director of Marketing, even though they are in the same department. Be cognizant of those personas and what is important to them.

Answer

Identify their problems. Identify which problems your solution solves.

Answer

There is a lot you can do but first thing first. Start internally - try to understand from your reps, csms why clients buy what they buy. Have some case studies, go through them. Leverage competitors website, testimonials, comparison reviews on sites like G2 so you get what the solution does. Lastly ask the prospect directly.

Answer

Industry Dive newsletters - great place to learn what they care about, what they're reading, and following. Helps you speak the language. Start your own D2C business, figure out what sucks.

Answer

Solid advice from everyone above.  If you target public companies you need to make a habit of digging into their quarterly earning reports.

Answer

Ask them, straight up!

joopiter

Understanding prospect’s POV?

16 comments

joopiter

Understanding prospect’s POV?

16 comments

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