Salesforce my goal was to reduce the ambiguity
Posted: Tue Jan 28, 2025 5:50 am
For new sales reps especially, this dichotomy can create internal conflict when it comes to whose interest to prioritize.
Back when I worked at of this dilemma for our new recruits (after all, I’ve been a Salesforce customer three times myself). Despite my large quota and shared sense of urgency, I was very clear on this topic. “Guess what?!?” I typically began when broaching the discussion with my team,
“Your customers don’t care about our solutions, our sales macedonia telegram data process, or whether or not you make your quota. They really only care about one thing; growing their business!“
A keen focus on your customer’s problems has many benefits including creating that critical initial interest and affinity.
Noted author, Simon Sinek, summed this sentiment up perfectly in his 2011 talk entitled “If You Don’t Understand People, You Don’t Understand Business.” In it he asserts that most corporations in the world adopt a self-centered approach to sales and marketing; meaning, their efforts are largely focused on talking about themselves, their solutions, and positioning them competitively against other corporations. Yet, transitioning to more customer or buyer-centric messages can have a meaningful impact to both your bottom line and your brand.
So what’s the secret to crafting customer-centric messaging that’s compelling enough to capture your audience’s attention? Here are three tactics guaranteed to get your customers to notice.
Tip #1: Pick an Enemy
Make your message polarizing and easy to get behind by focusing it on a single problem that is already well-understood by your target audience. For example, my third startup was a feedback, coaching, and recognition solution designed to help people get ahead at work. As it turned out, people (especially millennials) love feedback but universally hated the old, antiquated annual performance review process. As a result, performance reviews became our enemy and we generated a great deal of high profile press that helped our target audience quickly understand how we could help their business.
Back when I worked at of this dilemma for our new recruits (after all, I’ve been a Salesforce customer three times myself). Despite my large quota and shared sense of urgency, I was very clear on this topic. “Guess what?!?” I typically began when broaching the discussion with my team,
“Your customers don’t care about our solutions, our sales macedonia telegram data process, or whether or not you make your quota. They really only care about one thing; growing their business!“
A keen focus on your customer’s problems has many benefits including creating that critical initial interest and affinity.
Noted author, Simon Sinek, summed this sentiment up perfectly in his 2011 talk entitled “If You Don’t Understand People, You Don’t Understand Business.” In it he asserts that most corporations in the world adopt a self-centered approach to sales and marketing; meaning, their efforts are largely focused on talking about themselves, their solutions, and positioning them competitively against other corporations. Yet, transitioning to more customer or buyer-centric messages can have a meaningful impact to both your bottom line and your brand.
So what’s the secret to crafting customer-centric messaging that’s compelling enough to capture your audience’s attention? Here are three tactics guaranteed to get your customers to notice.
Tip #1: Pick an Enemy
Make your message polarizing and easy to get behind by focusing it on a single problem that is already well-understood by your target audience. For example, my third startup was a feedback, coaching, and recognition solution designed to help people get ahead at work. As it turned out, people (especially millennials) love feedback but universally hated the old, antiquated annual performance review process. As a result, performance reviews became our enemy and we generated a great deal of high profile press that helped our target audience quickly understand how we could help their business.