Have you ever noticed when looking at your account base that you generated that your customers look similar and the solutions implemented at those accounts are also similar?? I have and use this regularly to figure out how to sell. Your customers all have similar needs some more complex than others. However the verticals they reside in need the same solutions and need to adhere to the same initiatives. When you look at historical data and it appears that for example you happened to be having major success with Financial companies with a specific solution and cost and took notice what the sales cycle was like, this would help you in selling to the next Financial organization. This is overlooked many times cause we don't take notice at reporting and trends in sales. For example when I was working for a company that sold remote access solutions the NYC area took a hit with one of the worst snow storms to hit NYC in 20 years. It crippled many companies and mainly the financial district. The markets were open but employees could not get to work. A few of my customers asked me about a solution we had to allow them to invest in the ability to burst the amount of users that log in remotely everyday without having to pay the full cost up front. Kind of like an insurance policy for remote access. Well they invested in our solution along with many other customers after I took notice of the trend and the method of selling the solution. Use tour time wisely. Tell tour story to people that have needs like the customers you have already made happy. Try this out and take a look at your accounts. Do some analysis on where you are selling, how you are selling and what specific areas are showing you most success.
Shawn
sr@shawncreilly.com
