How do you speak your customers’ language when selling to the enterprise? Simple! By learning more. More about their business, more about their priorities and more about their challenges and not to miss, more about the macro-environment they function within. It is that simple.
But is it easy? Not really. Having worked with multiple marketing and sales teams that target and sell into the enterprise accounts, here is how you can nail it.
When selling to the enterprise, knowing what is driving the account is of utmost importance. Here are 3 ways that research helps you speak your customers’ language, especially when selling to the enterprise:
Learn more about your enterprise customers through an insight program
In order to speak your customer’s language when selling to the enterprise, you first will need to learn more about your target enterprise account. This can be done through a dedicated insight program in place to help you gain deep insights about your target enterprise account. Through deep insights about your enterprise customer, you will be able to understand the internal as well as the external dynamics of their business to truly craft personalized messaging and content.
Helps you answer critical questions for enterprise sales growth
Before diving deep into your enterprise account, you need to answer critical questions about the target enterprise account such as the needs of your target prospects, their pain points and how your solution specifically would solve the pain points that they are facing. Before you engage with the enterprise customer, you will need to understand and know about the enterprise customer, which research helps you answer.
Research helps you with the right data to win big enterprise deals
Simple desk based research can reveal a lot of about your customers. This is primarily because traditional research is powered by human intelligence which is equipped with the ability to filter out and extract key insights from publicly available sources such as company website and social media sites. Leveraging simple desk based research helps in finding the right data can reveal deep insights about target enterprise customers and can be the difference between success and failure of your enterprise sales initiatives.
Conclusion
Research is a powerful tool for the growth of enterprise sales. It can be augmented with advanced analytics to create a 360 degree view of each enterprise customer. In addition to easy augmentation with current tools such as advanced analytics, research empowers you with the right data and insights to help you win big deals. In addition to helping you win big enterprise deals, research helps you truly speak the language of your customers through helping you learn more about your enterprise customer.