The modern sales process requires more resources than ever, and most system integration companies are limited their sales support and marketing departments. Therefore, it’s critical for sales teams to identify the right client profile to use those resources efficiently. To do this, system integration sales professionals can help develop this message by asking 3 important questions.
Question 1: To whom should we be talking?
Chances are for any given transaction, there are multiple buyers you will need to influence throughout the sales process. In fact, system integration salespeople often run into committee decision-makers. Business owners, C-Level executives, facility managers, IT managers, security directors, maintenance teams, etc. By defining who you should be talking to, your team will create a more efficient path to reaching the right people. Take a look at your website. Are there specific sections for specific verticals? Do those verticals speak to specific buyer types? Who is reading your blog posts, and is the message written for them?
Question 2: What problems do they have?
Now that you have a list of personas to whom you should be talking, it’s important to understand the problems they are looking to solve. Modern buyers will go through several “stages” along their journey to making a purchase with your company. Often times, they will start this process with a simple Google search looking for answers to their questions. If you can define the problems they are looking to solve and answer their questions on your website, then there’s a high probability they will stop searching and start paying attention to your content – for the current problem and in the future. This simple technique will go a long way in positioning you as their subject matter expert and set the stage for you to become their trusted advisor.
Question 3: What value can we offer?
With unlimited information at their fingertips, the modern buyer controls everything in the sales process. They make decisions of what to google, who to contact and when to contact them. So the faster you earn their trust, the faster they will be contacting you. Answering the question “What value can we offer?” sets the stage for just that. In this case, “value” comes in the form of helpful content that helps your prospect solve their most pressing problems. Once you’ve answered the first two questions, deliver value in the form of educational information on your blog, website and throughout your social media channels.
Do you need help with this process?
Vector Firm helps system integration companies improve lead quality with a focus on creating value-added content that solves problems and positions you as the expert in security. Complete the form below to schedule a discovery call to learn more about our Inbound Marketing Services.
