How are your top performing enterprise reps doing to identify potential opportunities?

Pre-Stage

Identify potential low-hanging fruits by approaching competitors of your top customer success stories.

Approach top customer success stories of your competitors and prove that you can do better.

Lead Management

Qualify

Use proven sales methodologies like MEDDPIC to fact-check the potential of your opportunities. 

Challenge

Question the potential of your opportunities by using the knowledge you have gained over the industry and company. Leverage your peers and colleagues to examine the opportunity. Challenge the prospect early stage to understand if it have potential for being a real champion.

Our top reps excel at spotting potential opportunities. Since we're focused on run-rate tactical deals in the form of additional license, new initiatives, and pilots, our main stakeholders are typically at the VP level or below. The key here is mastering the art of tailoring conversations - distinguishing between "above the line" and "below the line" discussions ensures that our messaging aligns with the audience.

In larger enterprises, industry trends and company direction are often widely available. It's crucial to delve into these trends, gaining a deep understanding of industry challenges and directions. This forms the basis for crafting a unique perspective that resonates not only with the business but also its key players. Once everyone's on the same page and the problem is crystal clear, we can then propose a forward-thinking solution that drives them towards their desired outcomes.

What sets this approach apart is its emphasis on discovery. Rather than leading with a product pitch, we invest time in understanding the company's priorities. This makes our interactions much more aligned with the client's needs, creating a more genuine and less "sales-y" experience. This method ensures that our solutions aren't just one-size-fits-all, but tailored to fit the precise needs of each client we engage with.

A few recipes:

• The "Drafting Strategy," as drafting in professional cycling.

Essentially, it involves finding out who your competitors are talking/selling to, determining what phase of the selling cycle they're in, and showing up at the last minute with a better proposition. Let your competitor do the legwork of finding and educating the customer about the need. To find out we analyze LinkedIn connections between competitors and potential clients.

• The "Conference scanner" or just "Attendant scanner" strategy

Find out who potential clients attend to your industry specific conferences, workshops, competitors events, and even webinars. To find out we scan SM profiles of conferences, their organizers, competitors...

These strategies are very time consuming, to do it at scale, we use a mix of web-scraping, automation and even a bit of genAI to summarize findings and generate ice breakers.

We're pulling all these strategies and more from the community together at intellsify.com

In general, direct competitors is always a good start, since their targeting the same segments. You'll need clear differentiators, understand gaps in their offering, trap questions etc..