What are the TWO successful approaches Tech Companies can adopt for higher “conversation to conversion” ratio?

I talked about Ideal Customer Profile (ICP) and Account Based Strategy (ABS) in my previous LinkedIn post; https://lnkd.in/gHhvWej

There are TWO ways to approach ICPs with ABS for higher “conversation to conversion” ratio:

1. Consultative Approach:- where Tech Vendors approach ICPs “pro-actively.”

2. Opportunistic Approach:- where Tech Vendors capture the opportunity based on ICP “Sales Signals.”

1. Consultative Approach:- where Tech Vendors approach ICPs “pro-actively” riding on their deep expertise in a specific area with ALL or most of characteristics listed below;

1. Intellectual Property (IP)
2. Delivered projects to leading or Fortune 2000
3. Partnership with Tier 1 ISV
4. Re-usable Assets for rapid “proto-type”
6. Engagement model – minim upfront investment and outcome based revenue
6. Client references.

You can approach ICPs with ABS confidently irrespective of specific need. You are prepared to take “risk-reward” approach with customers. I believe, most of the ICPs would be willing to work with you as not many tech vendors willing to have their “skin in the game.”

Next post – 2. Opportunistic Approach.

#B2B #ABM #ABS #Strategy #Sales #Marketing