The demand for cloud services and offerings is disrupting the market. Yet, not many companies are changing their selling approach to meet the needs of Buyer 3.0. Neural Impact’s two-day workshop will allow you to take advantage of this new gap.
You can immediately develop new pricing strategies that will boost your revenue margins! You will also learn how to connect with consumers on an internal, emotional level. This is regardless of your target industry.
Just as importantly, you will review your current offerings, implement proven strategies, and, consequently, increase your sales. These methods will differentiate you from your competitors and allow you to tap into new revenue opportunities, such as AppSource.
The workshop is hosted by Sharka Chobot, the creator of the CRM product category and the Chief Transformation Officer at Neural Impact. Sharka also works with Microsoft partners across the world. She helps them optimize their strategies and quickly acquire new customers.
Initially, the workshop highlights recent changes in consumer behavior. There are many ways for businesses to remain emotionally relevant. Investing in cloud technology, in itself, will not suffice. This is because today’s cloud buyer is very different than traditional ones.
In the past, IT professionals used to make most of the purchases in the tech market. They made decisions based on technical product descriptions. Today, on the other hand, business executives dominate the tech consumer market.
Joanne Charley, Chief Marketing Officer at Neural Impact, pointed out that “[business buyers] don’t speak a technical language”. Instead, the big question on their mind is “how is [the product] going to help me in my job?”, Sharka added during the podcast interview with Joanne.
“The IT folks are still there, they’re still trusted advisers” Joanne said. However, she also added that the new cloud buyer is looking for “outcomes that are aligned with providing business value to […] their strategic discipline”.
The upcoming workshop goes over several related key shifts. Marketers and business organizations need to change the way they sell their products and how they communicate with consumers. Doing so will allow them to emotionally and psychology connect with Buyer 3.0.
The second part of the workshop is about developing your message and defining your core value proposition. Similarly, you will learn how to accurately measure your ROI and the effectiveness of your new marketing strategy.
In order to do so, Sharka is going to illustrate the role of buying triggers. Once they are identified, you can map out your product offerings and value proposition around these said triggers.
The process is relatively simple. First, you have to understand what the concerns of your industry are. Next, you prioritize the key components of your marketing message and value proposition. Lastly, this will allow you to fill the gaps in the market. The whole process revolves around the buying triggers of your customer.
What are the pains of your industry’s consumers? Which problems keep the cloud buyer up at night? What are their main worries when it comes to their business? These buying triggers incentivize customers to take action. Your products and cloud services should provide solutions to these problems.
The second day of the workshop is about your packaging and pricing model. Participants will identify three potential offerings for their target market. These packages will accelerate sales, create recurring revenues, and minimize churn. Similarly, Sharka also uncovers new ways for your business to make money, including AppSource.
AppSource is a great way for your business to drive additional revenue! Moreover, Sharka teaches participants how to create engaging and effective landing pages. This strategy is especially important because of the new way that the cloud buyer makes purchases.
According to the latest studies, consumers go through 60-85% of the decision-making process before contacting a company’s sales representative. This is a major shift from the traditional, face-to-face selling process. In the online world, your landing page will play the role of the effective and personable sales rep.
Business leaders, product managers, salespeople, marketers, and cloud services professionals will all find great value in our workshop.