the challenger customer •new realities of b2b buying and selling by dan roberts
TRANSCRIPT
Overcoming obstacles when selling into a young market
•Many factors will be out of your control
Dan Roberts@danroberts20
Underdeveloped markets have many obstacles
INFRASTRUCURE LIMITATIONS
CUSTOMER REQUIRES EDUCATION
LAGGING LEGISLATION
FEARFUL CUSTOMERS
19711%
FEARFUL CUSTOMERS
1971
198625%
FEARFUL CUSTOMERS
1971
1986
199190%
INNEVITABLE NAYSAYERS
INNEVITABLE NAYSAYERS
There’s hope if you persevere
GET A BIG SALES WIN EARLY
DATA BASED SALES
DIVERSIFY LEAD CHANNELS
BE THE THOUGHT LEADER
PAINT A CLEAR ROI PICTURE
DO THE HEAVY LIFTING FOR YOUR CUSTOMERS
BE RELENTLESS
DOMINATE THE UNIVERSE
[email protected]@danroberts20