“Arguably the single most important input for your prospecting motion is understanding why your existing customers chose you in the first place.” We live in a noisy world and it is difficult to stand out, but capturing your customer’s voice can help you break through.
Listen to Eric Quanstrom, Harry Evans, and Brent Keltner discuss just this on the Enterprise Sales Development Podcast. The most powerful selling is around what you have already proven with your existing buyers. A lot of companies struggle to understand why their buyers buy, but capturing this information can be pure gold for your prospecting and sales efforts.
Start by writing down your customer stories: *What was their problem? *What was your solution? *What was the result? Write down what your customers say about how your product made them more successful and sell it forward.