The world is flatter now than ever before. I’m sure L Friedman would agree too.
With a computer and an Internet connection you can do as many things from the top of Mt. Everest as you can do from your corner office in New York.
When it comes to supporting marketing teams and sales teams, does your organization have a remote research team? An intel unit that caters to your global marketing and sales teams.
After becoming that remote research team for many business-to-business selling firms, I can definitely say here are a few things that have worked very well:
Build deeper understanding about the Industry / Sector
Let us say, Walmart is a key customer your company is trying hard to win a deal with. Would you not want your marketing team and sales team to know:
- What’s happening in the retail industry? What are the challenges and opportunities facing the players within the industry?
- What are Walmart’s major plans and priorities?
- What are the challenges that your key target account is facing?
Quite important, present day context, is your marketing team and sales team aware of all these while they prepare to win that multi-million dollar deal?
An Insight-led program helps you build deeper understanding about the Industry and Sector that your target accounts operate in.
Understand Macro and Micro picture
The understanding of Macro picture of the industry as well as the Micro picture of the account itself is fueled by account insight. Through custom research solutions, I have helped sales teams understand the overall industry-specific and account-specific information about target accounts.
Hyper personalization of content and messaging and above all, conversations
After all. People buy from people. And ‘trust’ is central. Any sales rep is bound to drive much more trust and credibility once they genuinely understand each customer and speak to each with that level of understanding.
Understand people
People sell to people as well, right? Sometimes it serves the sales rep very well if he knows some about the person who he is selling to.
These are just a few things in addition to a lot of other areas that we have been making positive impact by functioning as a remote research team to marketing teams and sales teams.