The Audible-Ready Sales Podcast Selling in a New Category
11 snips
Feb 6, 2024 How to align to pain the customer doesn’t know they have when selling new technology. The challenges of selling in a new category and the need for different selling techniques. Importance of understanding ideal customer profiles and targeting early adopters. Focusing on pain points, aligning with outcomes, and qualifying prospects in a new category.
AI Snips
Chapters
Transcript
Episode notes
Create Awareness Before Consideration
- New-category sellers face education challenges because customers don't know the problem or the solution.
- Create awareness before consideration by acting like a marketer as well as a seller.
New Tech Must Drive Real Value
- Every new technology must solve a real business problem or create measurable outcomes.
- If it can't, the market and investors wouldn't back it long term.
Prioritize Early Adopters
- Target early adopters within your ICP rather than treating the entire market identically.
- Spend most time on the 10–15% who will buy early and create momentum.