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That's correct, we sell B2B enterprise stuff. I find myself changing the format from customer to customer, ending up spending too much time on this crucial proc
by crabpeeps 10y ago
That's correct, we sell B2B enterprise stuff. I find myself changing the format from customer to customer, ending up spending too much time on this crucial process. I'd like to standardize the docs/info to adhere to the receivers' preferred format.
I agree that the content is everything.
You raise some good questions regarding competitors. From what I've seen they send out generic pdf's and a generic project timeline. I need to study them more closely. I'd like to one-up them by having something convenient, effective and visually appealing.
- wastedhours 10y agoNow that you've tailored the content to lots of different formats, could you not just use those as a library and keep them up to date? I've not been involved in much sourcing, only a few enterprise SaaS pitches, but something to consider depending on who you're engaging is just a one-pager on the expected benefits that can be escalated up the food chain to rationalise expenditure internally. One page, Word Doc or PDF, tables rather than bullets that your contact can flow around an org easily.
- ironchef 10y agoNo offense but you're wasting time. It doesn't matter if it's PDF vs doc vs whatever. You _need_ to offer something very compelling (not the brochures / leave-behinds.. the service). You (usually) either need to take away pain or give them something of value. In what I sell, they need to leave that first meeting saying "holy shit... how do we get this in house / how do we get to use this now?". My best leave behind is references who are in the same space ;)