- Inability to drive effective/qualified sales opportunities through marketing
- Difficulty explaining to target companies that our technology is best @ solving particular business problem that they are experienced. We cannot differentiate between visible “pain” and underlying “problem” that you actually solve for the buyer.
- Heavy emphasis on generic business value and deep technical differentiation in messaging.
- Difficulty within lead generation activities to reach “senior executive” decision makers in target organizations – forcing sales to sell up through organization. Continue reading “10 Common Market Adoption Issues That I See in BtoB Technology Companies” »
Posts Tagged ‘complex sales’
10 Common Market Adoption Issues That I See in BtoB Technology Companies
July 16th, 2014Signs That You Might Have A Go-to-Market Misalignment
June 6th, 2012Your “revenue generation” problem may really be a go-to-market alignment problem in that your go-to-market is not meeting the buyer’s needs. Here are the symptoms that we are seeing that give us an indication:
Continue reading “Signs That You Might Have A Go-to-Market Misalignment” »