E115 Part 2 - THE “C” IN ICP: How to Approach C-Level Buyers Differently with Mark Stephenson

It’s another round for Randy and Evisort leader Mark Stephenson, and in this episode, the two discuss further the ins and outs of selling to the ICP. Mark first explains the best way to communicate with CEOs or CFOs, especially with elevator pitches, and later talks about how you can differentiate yourself from others by focusing on the impact of your product instead of its usage. Find out more in this latest episode of Tech Sales Insights.

 

INSIGHTS OF THE DAY

MARK: HOW TO DIFFERENTIATE YOURSELF FROM EVERYBODY ELSE

“You need to peer up the use case, to think behind what's the business case for why they would invest, and even if you're selling infrastructure, if you have a business focus around metrics of improvement, and why they will buy the solution your way differentiated from everybody else.”
 

Don’t miss out on our previous episode and watch out for the next ones!

• E115 Part 1 - THE BASICS OF ICP: Getting to Know Your Buyer with Mark Stephenson

 

Find out more about Mark Stephenson in the links below:

• LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/
• Evisort: https://www.evisort.com/

 

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Trender.ai: https://www.trender.ai/