Win New Customers: Speak Their Language
– By Steve Robins
Six years running industry and solutions marketing at EMC Documentum underscored an important lesson for all solution marketers:
To engage on any level with business-oriented prospects, you need to speak their language and understand their business and culture.
From conducting research to developing new solutions to leading marketing and sales training – you must speak the same language as your customer in order to engage in meaningful dialog, to know what solutions they need, to market to them and to teach others to market and sell to them effectively. And this post will help you to get there, in 6 steps.