Will Barron
Oct 25, 2023
Will Barron Oct 25, 2023

Mmmm, it’s tricky because I don’t think our Buyer/ICP is generally the person having to train the end user. This would typically be done by people too far down the foodchain; district/store manager/regional trainer, or done already via (non-engaging) eLearning.

This is exactly the point. You need to hit the desires of the person with the budget.

Everyone else (most of the time) are given tools and told to work with them. Their desires are less important at the prospecting stage of the sales process.

This is what I initially put down as ‘fulfilled desires’ when going through the value prop creation, are they strong enough to replace what I have or do I still need to dig deeper?

I think you’ve done a good job with your bullets here.