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PRODUCTEA with Leah, Growth & Senior Leadership
70: Pedro Goés - Building for enterprise customers in an oversaturated market
Aug 11, 2024
Pedro Goés, founder and CEO of InEvent, dives into the art of selling to enterprise clients in the crowded event tech industry. He emphasizes the power of in-person relationships over self-service models. Pedro highlights the importance of certifications for client retention and shares insights on the differing business landscapes in the US and Europe. He discusses the impact of AI on their products and advocates for niche focus to thrive in a saturated market. This conversation reveals the blend of strategy and personal touch needed for success.
42:37
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Quick takeaways
- Building personal trust through in-person interactions is essential for securing enterprise clients and improving conversion rates.
- Focusing on enterprise clients with stable budgets enables strategic retention, fostering long-term relationships and creating sustainable growth opportunities.
Deep dives
Building Trust Beyond Digital Interactions
Establishing trust with potential clients is crucial for conversion rates, particularly in the enterprise sector. While a robust conversion funnel may generate high-quality leads through online channels, personal interactions play a significant role in securing sales. Competitors that host in-person events, such as dinners and trade shows, foster a sense of trust that can sway client decisions. Businesses must not only capture leads online but also create opportunities for real-world engagement to enhance client connections and conversion rates.
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