Formulate POV and Perspective
Use account analysis to step into their shoes
Over the past few months, we’ve spent some serious time dissecting what it means to analyze an account to achieve maximum success with a certain client. And our advanced account analysis—Triple A—series is about to come to a close. But not before we unpack one of the most important end games of all this analysis. We’ve spent months in the weeds, but what’s it all for?
The ultimate goal of account analysis in the tech sales world is to form a workable POV and perspective that allows you to understand exactly what the client needs and wants to turn them into life-long customers.
POV: Point of View
In case you’re unfamiliar with the term, POV stands for point of view. We’ve been looking at annual reports, industry trends, and lots of research. And for what? To get ourselves into the shoes of our client so we can see the situation as they would, then as tech sales professionals, adjust our pitch to fit their needs and priorities. To formulate a certain point of view that gives us an advantage when selling and solving problems.
Why POV and Perspective are Important
All of our research has led to this moment, this formulation of the proper POV that understands not only what the client wants, but what they need and how to deliver these services in an affordable package to all the decision-makers involved.
As we’ve been saying for months now, most tech sales professionals don’t take advantage of all the free information available. And most tech sales professionals don’t close many multi-million dollar deals either.
It can be a short-lived career for those unwilling to put in the elbow grease to push through multi-million dollar deals. But that’s not you. That’s not us. We’re willing to go the extra mile, take a highlighter to that annual report, spot things others won’t, and use them to our advantage. Ultimately, you’ll find happier customers, a higher rate of problem-solving, and a big, fat commission check.
So why are POV and perspective important? Because proper formulation and implementation of POV and perspective are the means to lead us to the ends we desire. And not just sales professionals, clients too. Everyone gets what they want when a tech sales professional is able to understand where a client is coming from and what they need to succeed.
Ask yourself the following questions before putting together your next client proposal:
How does this product help achieve client their KPIs?
How can my product make things easier both short and long run for the client?
Where does this product fill gaps in the client’s current work flow?
Where is the money coming from to finance this project?
What is the client struggling to accomplish right now?
What end goals do all decision makers involved have top of mind this year?
In answering these questions, you should be able to imagine yourself in the client’s seat hearing your proposal for the first time. Think about how they will receive your pitch, and tailor it to include everything they need to hear to give you an easy YES.
What’s Next?
While you’re anxiously awaiting the conclusion of our Triple-A Series—Advanced Account Analysis, that is—a perfect next step is to join a community of tech sales professionals who are building a better world through empathetic selling and problem-solving.
Lissen, I know that everyone doesn’t have the budget for another monthly membership—although this Patreon is pure gold, so you may wanna give it some thought—so y’all know I’ve always got a freebie or two ready for instant download, and implementation.
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