the challenger customer •new realities of b2b buying and selling by dan roberts
Post on 25-Jan-2017
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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
dan.roberts20@evisit.com@danroberts20
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