- Your experience across a wide range of customers. Your prospects may know their own situation and infrastructure intimately but you’ve seen many more. You know what works and what doesn’t. You know why.Part of your job should be to facilitate conversations between the front-line practitioners that you work with every day. As a vendor, you don’t have to have all the answers. You just need to be a part of the conversation—or to help make that conversation happen.
- Your focus on one discipline – Your customers are generalists, you’re a specialist in one thing. You spend more time thinking about it, reading about it and talking about it than they do. This doesn’t mean your area of expertise is the most important thing in your prospects’ worlds—just that, in this one area, you’ve got authority. Use it wisely
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