We do executive pitches, format our powerpoint decks, get our pricing approved.
But we don’t spend time speaking to the actual people we are building for.
If we’re selling a truck to a company, let’s spend a day with the delivery drivers… and not just the owner.
If we’re selling a call centre application, lets send in a grad to act as a new employee for a day, to feel just how overwhelming it must be to use their existing solution.
If we’re selling a new calendar tool, lets spend a day with the PA’s and observe how they work, learn from them.
Get context, no 2 companies are the same
If there are 10 parties competing for the job, but only 1 has taken the time to get context, to get empathy — they won’t need the noise of case studies, accelerators and credentials.
They have context, they have empathy, the message is clear.