How To Have A Successful "Blind Date" In Channel Sales
Here's one big reason. Expectations. Its not because they've never met this person and they don't know what they look like, or even what their high-level interests are. The mutual friend has briefed them on all of those qualifiers. They are anxious because expectations have been set by the mutual friend and they don't want to fail delivering on those expectations.
Are you in an enterprise channel sales environment? Does this sound familiar?
When you meet with a potential decision maker that your channel partner has "set up", you already know that you have a lot in common with the the customer. The success of this initial blind date will depend on your ability to communicate their priorities match up with your offerings...that you are better than what they are expecting.
Remember these suggestions for your next channel initiated "blind date":
Don't be a product jockey.
Just like real blind dates, they are hoping you will be interesting and compelling. Someone with whom they want to build a relationship. When you need help filling your knowledge gaps, identifying CXO priorities, or refining your executive pitch, think of Boardroom Insiders. Click below for several tips on how to engage a C-suite decision maker.