Who you want to be a HERO to ?

Being a HERO in the context of “Sales Enablement” :-

1. Your ideal target customer (company)

2. Your target buyer (individual)

3. What are you helping to achieve? (Job to be done)

Example of a HERO statement :

“WINsights is a HERO to $5 – $50 million revenue Tech & Software companies CEO who wants to accelerate growth through 1 : 1 and 1 : Few Accounts based strategy.”

Notice the example, covering all 3 points.

However, you may need to work with other senior leaders roped in by the CEO, which is fine.

In the case of WINsights, it’s Chief Revenue Officer (CRO) and Chief Marketing Officer (CMO).

Here are few “insights” to crystalize your HERO statement and strategy :-

You can’t be a HERO to Everyone

Knowing who you CAN’T sell to is as important as knowing who you can sell to

Even with your ideal customers, you can’t do everything for them (all jobs)

Pick ONE type of ideal target customers and ONE Job and OWN it

“Narrow & Deep” is the key to “being the best” in the world.

Curious to know, what’s your company’s HERO statement ?

#idealcustomer #accountbasedmarketing #salesenablement #accountplanning #strategyalignment