building differentiated identity management content to get noticed (slideshare)
TRANSCRIPT
Building Differentiated Identity Management Content to Get Noticed
Excerpted from theIdentity Management Revenue Growth Acceleration Q&A Webinar
Courtesy of SP Home Run Inc.
Differentiation comes down to prioritizing to invest in creating
remarkable, educational content
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Capture Leads Early Offer Multiple Conversion Paths Educate Prospects Help Evaluate Solutions Earn Trusted Advisor Status
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Prospects arriving at end of sales cycle care about
one thing: Price
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The sales process turns into bidding war and forces
company to compete on price factors
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Avoid the HIPPO Highest Paid Person’s Opinion Frame Content Around
Buyer Personas Dedicate at Least 70% of Content
to ProspectsCourtesy of
http://www.SPHomeRun.com/IDMRevenue
Do not assume everyone is sales-ready on their first visit
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Is your IDM company creating differentiating content?
Let us know in the Comments
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Identity Management Revenue Growth Acceleration Q&A Webinar
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