Nicolas Cole's agency found that B2B sales work best when you time your pitch to moments a company is already discussing priorities, like off-sites or team meetings. Position your solution as the natural next step to what they're already thinking about, and saying yes becomes easy.
My agency in 2016 was all positioned around thought leadership articles. Every year that has gone by, companies have had the conversation of we should position our executives as thought leaders more and more and more and more and more and more and more. So when you're selling something B2B, you basically want to think about how can I either be part of a conversation that they're already having internally, like imagine them doing their offsite and them being like, it's really time we prioritize our thought leadership, for example, or you're able to educate them on something so that at their next offsite or their next team meeting, they're like, I just had this really interesting conversation and I feel like this is a new item that we should start thinking about prioritizing. And if you're in that sweet spot, it's very easy for them to say yes because they're like, it's a priority. We need to do this. Let's just say yes.
What Every Writer Gets Wrong About Their Audience #writing #creator #writingtips
