About Vickie Sullivan
Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.
Written by: Vickie Sullivan | January 27, 2011
How to Find Your Prospects’ Priorities
The #1 question I am asked: how do I find out what Corporate America is investing in? In our economic recovery, this is a great question, as buyers are only investing in their top priorities. My answer: research from big consulting firms is a great starting point.
Exhibit A: Accenture’s recent survey of Chief Operating Officers in the high-tech industry. Page five of this 20-page report sets the stage for intelligent conversations: respondents are concerned about competitors from emerging countries and know that hardware is being commoditized. Therefore, these folks need new operational models with built-in flexibility. Can you see how you can set yourself apart with this kind of information?
Most experts are good at tying their expertise to a cause. The real problem is finding the priorities without asking that silly “what are your challenges right now” question. Research like the above gives you that springboard. Also tells you the solutions the big boys are selling so you can differentiate accordingly.
Click here for the Accenture report. And ask yourself: how can I use this information in my next sales conversation?