I was asked about why not to follow this approach when selling to enterprises. Here's what I had to say:
I think where I was coming from was that this approach was more suited to a B2C or bottoms up B2B customers. If you're planning on selling to enterprises and considering that sales cycles are long and customization always happens — qualifying on the pain point might not be the best approach. You would rather qualify based on size of company or the designation of the person reaching out.
It's just pragmatic thinking. Having said that, there's no reason why you shouldn’t try it out.
I was asked about why not to follow this approach when selling to enterprises. Here's what I had to say:
I think where I was coming from was that this approach was more suited to a B2C or bottoms up B2B customers. If you're planning on selling to enterprises and considering that sales cycles are long and customization always happens — qualifying on the pain point might not be the best approach. You would rather qualify based on size of company or the designation of the person reaching out.
It's just pragmatic thinking. Having said that, there's no reason why you shouldn’t try it out.