Interviews 1.1 to optimize B2B demand generation

[Ehsanuls55]

If you have previously conducted interviews or focus groups with your clients or prospects, you will already know the amount of valuable information you can obtain in just a few minutes, and how their insights help you identify which internal processes you should improve to scale sales.

To start, we can put together a prioritized list of clients:

Which of these profiles are a priority for our business and commercial strategy?
Because?
How close are we to them?
First, choose those who are closest to you and who represent high value for the company. Send them a WhatsApp and invite them to a virtual coffee or a brief, relaxed meeting where you can hear first-hand what their needs and expectations are in the current situation.

A tip: Don't forget to plan the interview! This way you will avoid losing focus during the conversation.

Customer Journey
Let's start with something: all of us, as customers, go through different stages before purchasing any product general manager email list or service: Awareness, Consideration and Decision.

In each of these phases we are looking for - and needing - different information. Hence the importance of understanding what our prospect needs to know at each moment, in order to help him in his search, being useful and relevant.

And be careful, each profile may need different information for each phase, especially in consultative sales. For example, a communications manager will look for very different attributes than an IT manager for the same product. And that is why we must design a Customer Journey for each segment.

Not doing so is one of the most common mistakes in B2B demand generation >>

When we understand that customers go through stages, and that in each one they look for a different type of information, we can then prepare to help them in their search, and open new conversations that allow us to develop campaigns that aim to solve their needs and pain points.

Ultimately, including these tools in marketing and sales strategies will help us to be more assertive, efficient and successful, by finding increasingly better informed prospects and clients, to whom you can deliver a clear and precise value proposition.