More Related Content Similar to How To Sell to the Unpredictable Customer (20) How To Sell to the Unpredictable Customer1. How to Sell to the
Unpredictable
Customer
{embrace The Responsive Method}
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7. The Great Recession changed everything
• All industries
impacted
• Broad job loss
• Freeze in IT
spending
• Corresponding
collapse of
traditional
business media
• Emergence of
lean approaches
to everything
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8. Customers are now
unpredictable,
on the go, and
stretched to keep up…
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9. …but they are better
connected, more
versatile, and well
informed
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10. © Aha! 2014 www.aha.io
But it’s highly
unsatisfying
and unlikely to
generate a
loyal following
(of humans)
We have entered a
new era and a
new approach
is needed
12. Welcome to
The Responsive Method
re spon sive
adjective
:reacting quickly and positively
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14. © Aha! 2014 www.aha.io
But it’s highly
unsatisfying
and unlikely to
generate a
loyal following
(of humans)
Velocity
plus four skills define
The Responsive Method
for selling to the
unpredictable customer
17. It’s time for Content
Bingo. Where will your
customer land?
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19. You can sell one big idea.
Know your sentence.
Customers buy our
product because
_____________________
_.
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20. © Aha! 2014 www.aha.io
Make it:
Short.
Unique.
Personal.
23. © Aha! 2014 www.aha.io
But it’s highly
unsatisfying
and unlikely to
generate a
loyal following
(of humans)
… but, a potential
customer needs
something from you
right now
24. © Aha! 2014 www.aha.io
But it’s highly
unsatisfying
and unlikely to
generate a
loyal following
(of humans)
25. © Aha! 2014 www.aha.io
But it’s highly
unsatisfying
and unlikely to
generate a
loyal following
(of humans)
4. Know thyself
29. This is
The Responsive Method
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30. Aha! is the world’s #1
product roadmap software
Create brilliant
go-to-market plans
and visual roadmaps
Sign up for a free trial
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31. All product and company names and logos in this presentation are trademarks of their respective owners.
© Aha! 2014 www.aha.io