Solution: If possible, assign a dedicated person. Consider forming a cooperative relationship with a partner who can outsource the work.
Resource issues are common due to the sheer volume of work, so it's best to have a dedicated resource person if possible.
However, many companies cannot provide a dedicated person because they cannot see results from mid- to long-term projects. In such cases, it is necessary to find a partner who can follow up from strategy formulation to implementation of measures.
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Tactical challenge 2: Understanding wants doesn't elucidate needs
When you are interacting with a lead (prospective customer), once you have progressed a step and the lead is considering your service, it is important to determine the lead's "needs." If you can identify their needs through listening to them, you can move the sales process forward with a proposal that meets those needs.
However, in many cases, what emerges on latvia mobile phone numbers database the surface during interviews are "wants." In many cases, these are interpreted as needs. However, needs lie much deeper, and wants come to the surface as a result of needs.
Wants are means and needs are ends.
Again, a characteristic of in the purchasing process, which makes it difficult to grasp needs.
Solution: Ask repeated questions to get closer to the needs behind the wants
As a countermeasure, when interviewing, ask the lead multiple questions such as "Why?", "Who?", and "For what purpose?" in order to get to the heart of the matter.
If you repeat this process more than three times, you will have a high probability of identifying needs that lie behind the wants and that even the lead contact person may not be aware of.