I just attended the TOPO Sales Summit in San Francisco, where I was able to network with companies from across the country and speak with business leaders about their views on trends in sales processes, roles and technology. There were vendors and data providers targeting and pitching us throughout the event. I listened to more and more of the attendees telling me why I should use their product/services. I realized one thing – if they have to tell a person straight-up what the benefit is, then their delivery is not telling the right story.
On Day 2 of the Summit my thinking was reinforced by the Keynote Speaker, Matthew Luhn, as he talked about the “Art of Storytelling”. Now, his background wasn’t in sales or marketing but in animation and storytelling on shows like “The Simpsons” and at Pixar where he worked on movies such as Toy Story, Toy Story 2, Toy Story 3, Monsters Inc, Finding Nemo, Up and many more.
What resonated with me when Matthew spoke was when he focused on “Finding Nemo”. I will assume most of you have seen the movie; so I ask you, what was the theme of the movie? What was it really about? It was about an “over-bearing” father (Marlin) that was too afraid to let his son (Nemo) take chances, make his own decisions (i.e. swim upstream). Pixar didn’t have to tell you that this was the theme of the movie; you were able to derive that from watching the movie yourself.
So what does this have to do with Sales & Marketing? Whether you are emailing, calling or meeting with a prospect, is your message being clearly portrayed? Think about it! After you make your 15-30 minute pitch, does that prospect know what the benefits are of using your product/service? Or are they left asking “so why should I choose you”? If they can’t understand the benefits of your offering on their own, you may not be delivering the message in the most efficient way. How do you better prepare yourself by learning “who” your prospect is and what they are currently doing so your message can be tailored to their specific needs?
RelPro provides Sales & Marketing Intelligence for your B2B Landscape
From identifying the “right” decision making to providing you with the “intelligence” needed to correctly portray your message, RelPro is your systematic and efficient way to strengthen your relationships.
RelPro is becoming an industry disrupter by bringing together data from “multiple” trusted sources; BoardEx, D&B, ZoomInfo and HG Insights to provide unrivaled coverage and quality for our users. Not only does RelPro concord and analyze data from all 4 of these sources, but it also leverages insights from the web including automation of Google & Bing searches, and delivers them through an easy-to-use user experience.
RelPro’s database includes over 150 million decision-makers at more than 7 million companies around the globe.
The coverage, quality and value of RelPro’s best-in-class data sources helps you:
- Understand and map your prospect’s decision-making team
- Identify relationships and common interests
- Understand your client’s (or prospect’s) business landscape
- Stay up-to-date with timely alerts on relevant and current news
To learn more about RelPro, visit our website – www.relpro.com, give us a call – (888) 561 7890, send us an email – firstname.lastname@example.org, or just sign up for a demo. To learn what the market is saying about RelPro, and to compare RelPro with other sales intelligence solutions, read the reviews on G2 Crowd.