Most of the small to mid-size companies are competing in the common technologies space such as Java/JEE, .NET and open source technology stack wherein they do not have much unique to offer. And, this creates tremendous pressure on the sales team to perform and sign on new customers in order to remain sustainable and profitable. And, the common techniques used by sales team to reach out to customer includes emails and cold calls. This methodology, however, does not prove that effective given every companies’ sales team adopt same set of techniques. This puts pressure on sales team as well as senior management teams to find out USPs that they have to offer.
In my experience, I have found that most of them miss the most important USP that they have is their strong technology team. But, how could they make difference with strong technology team in a measurable manner even if some of them believe on this and speak the same to all the prospects during initial sales pitch that they make. They could make great difference by having their strong technology team expertise and experience reach out to prospect based on pull-based marketing.
Take a look at the diagram below representing the sustainable reach of internal teams to outside world by making use of one content-writer and a digital marketing guy:
In above diagram, following can be noted:
The above would help the company achieve some of the following objectives and make a difference in the crowded space:
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