- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
In this post, I am elaborating 11-20 as below.
In my earlier post, I talked about 💡 “20 Point” Checklist and elaborated on 1-10 :-
1. Data (contacts/leads)
2. Email “Warm-up”
3. Outreach (sequence)
4. Data-analytics
5. Templates
6. A/B Test
7. Multi-channel Outreach
8. Ease of Use
9. Buying “Intent Data”
10. Content Leverage
11. Integrations
12. AI /ML
13. Dedicated Advisor
14. World-class Customer Success Team
15. Pricing / Subscription Simplified
16. Price Vs. Value
17. Define First. Measure Next (Quality & Quantity of Leads)
18. Commitment / Guarantee
19. Follow the Process
20. Help the Vendor, Help You
11. Integrations – with your standard systems like CRM, MAS, Email Clients, CMS, etc.
12. AI /ML – to automate outreach at scale, add refresh/net new contacts and to make both AI and human recommendations to improve metrics.
13. Dedicated Advisor – for actionable insights derived from deeper learnings, experience and expertise across different vendors, customers, industries, locations, products, sales cycle, deal value and more…
14. World-class Customer Success Team – committed to your success, goes extra mile to cater to unique needs both short term and long term.
15. Pricing / Subscription Simplified – Negotiate to pay ONE price/subscription by month, quarter or annual instead of “multi-layered” price. Also, ask for “trial period”, if not available, go for monthly for first few months. Don’t be swayed by quarterly/annual discounts.
16. Price Vs. Value – don’t be focused on cheaper tools, instead for better, as this is a long-term investment commitment. Ultimately, better tools provide ROI over a period of time, for longer time…
17. Define First. Measure Next (Quality & Quantity of Leads) – Define, document and contract the “criteria” for each of the leads. For example; MQL, SQL and in between. This will avoid surprises and contradictions later.
18. Commitment / Guarantee – ask for not just results, but for better quality (leads) for the investment you are making. Some vendors are willing to commit in a “done for you” model. After all, you are paying premium.
19. Follow the Process – give clarity on your ideal customers/buyers, product, value proposition, timely inputs, relevant content, review feedback on-going basis.
20. Help the Vendor to Help You – Any tool/vendor can only provide you leads (hopefully, quality). However, it’s up to you to diligently “nurture & deepen” such leads deep into your sales funnel for better conversion and closures…
#b2bmarketing
#b2bsales
#dataanalytics
#buyersjourney
#doneforyou
