From the course: Selling into Industries: Technology Companies
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Your customer's technology
From the course: Selling into Industries: Technology Companies
Your customer's technology
- Linear Technology, Impact Laboratories, Lumentum Holdings, Splunk. These are all tech companies in the Bay Area of Northern California. But what do they actually sell? Before you pick up the phone or send that first email, you need to have a basic understanding of your prospect's product offering. For example, our client, Vidyard is a tech company. They help sales reps and marketers connect with customers using video. And if you're planning to call on Vidyard, you need to know how they do it. If you're calling on a company like LinkedIn, you need to know about their product recruiter and how they use advertising. If it's a software, sign up for a free trial. If it's hardware, find a way to test it out. If that's not feasible, you can watch a product tutorial online. Read customer reviews or talk to some of their competitors about your prospect's product. All of these things will help you better understand your customers, their goals, their challenges, what are they facing on a day…
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