Pierre Ellow emphasizes the importance of young professionals in the market understanding the global context of projects, identifying decision-makers, and tailoring solutions to their needs.
He stresses the necessity of both technical selling skills and a structured market approach.
Joshua Feinberg highlights a common challenge in reaching decision-makers, noting that many companies are risk-averse and often refer decisions back to their teams for further vetting and alignment.
This underscores the importance of supporting internal champions and understanding various stakeholders in decision-making.
This video is excerpted from the podcast Ep. #58 Pierre Ellow, BDM Business Development Manager Data Centre of Pronomic Data Center | Data Center Go-to-Market Podcast.
Action Items
- Support internal champions and get alignment from different stakeholders.
- Understand the project, the decision-maker, and what the company can offer.
- Develop a structured market approach and selling techniques.
Outline
Understanding Market Entry and Decision Makers
- Pierre Ellow emphasizes the importance of listening and understanding the project context, including identifying key decision-makers and potential solutions.
- He highlights the need for a structured market approach, considering different contact persons and types of solutions.
- Pierre mentions the significance of selling techniques and the global context of decision-making processes.
- He stresses the importance of adapting to various stakeholders and their needs in the market.
Challenges in Reaching Decision Makers
- Joshua Feinberg discusses the common challenge of reaching individual decision-makers, noting that many companies are risk-averse.
- He explains that even if a meeting is secured with a key person, the decision is often referred back to their team for further vetting and alignment.
- Joshua points out the universal challenge of gaining internal buy-in and understanding different stakeholders in considered purchases.
- He underscores the importance of supporting internal champions and ensuring alignment among various stakeholders.
Resources
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