Learn how to map your B2B customer journey so you get more qualified prospects into your orbit. In this video, host Raj Khera and his guest Richard Brasser (Partner, Carlton Richards, and Past Partner, Boston Consulting Group - BCG), we share deep questions that enable you to understand the experience your customer goes through to select you as their vendor. If you are in SaaS or an MSP, we'll address these critical topics to help you get more qualified prospects into your pipeline: What questions do you need to ask yourself to really understand your prospect's customer journey? What messages will resonate with your buyers so that the right prospects are attracted to you? Where/when/how should you interact with them? What processes make the most sense to help a prospect warm up to you? What does that journey look like through deal closing? How can you use AI and other technologies in a meaningful way to accelerate the journey?
Our previous podcast on creating the Ideal Client Profile, or ICP, that was mentioned in the opening is here: https://youtu.be/2HePPXy5_Hw
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