“Have you ever trusted a chair without knowing it was broken?
There is no worse feeling than plopping down in a chair, and immediately ending up on the floor. If a four-legged chair is missing a leg, the whole chair is rendered obsolete. It won’t support your weight.
In a nutshell, that is how data creation works. There are three distinct parts to data creation, and if you lose one of those components, the lack of support will eventually hurt you.
An article published by Forbes called, Three Legs of Big Data Stool Needed For Success, adds additional insight (with slightly different verbiage) into what Tim is talking about.”
Focus on the account, before you try to profile the customer behind the account. Once you’ve identified the ideal account, you can create the ideal persona behind the account.
There are champions in marketing, sales, executive level buyers, etc. By having a holistic view of sales, you can create buyer-centric messaging that resonates with the personas you’ve identified through these profiles.
There is no substitution for actual fit, and actual pain.
Remember you are dealing with real people with different pains and needs, and your business is not a cure-all for every client. What angle best meets the needs of your potential customers?
Your product or service could be sold to advertising and marketing companies, but if you pull a list of executives at these companies, you will have a lot of businesses who can’t use your products for a variety of reasons.
Sales intelligence can transform your sales and marketing departments—if you know how to use it right.
No matter whether you’re a small, medium, or gigantic business, sales intelligence is focused on how to make sales reps more effective and more efficient. It can save you from a lot more than cold calling or mass emails.
In this episode of the Corporate Data Show, Michael Levy, the Principal of GZ Consulting, defines, describes, and discusses how sales intelligence can position your company for growth. He answers four key questions about sales intelligence that explain why the right kind of data matters.