More leads by serving fewer customers — Jordan Crawford // Blueprint
- Part 1 More leads by serving fewer customers — Jordan Crawford // Blueprint
- Part 2Scoring your TAM’s pain — Jordan Crawford // Blueprint
Show Notes
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02:02How do you get more leads serving fewer customers?If an organization is able to understand who its ideal customers are and their specific pain points, it will be able to target the right customers and say no to segments that wont convert.
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03:26What is the concept of selling to the pain?To sell to the pain, marketers and sales teams need to first understand the pain they are trying to address.
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04:50How can salespeople understand their customers and why is understanding your customers pain points important?They first need to understand what segment of their customers are getting the most value from their product/service. By understanding their customers pain points, theyll be able to sell them solutions that address their specific needs. If you can detect their implicit and explicit pain, you can craft messaging that they are more likely to respond to.
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07:41How can companies scale this concept?Theyre a few evergreen playbooks that SDR teams can use. Sales teams can also take a deep dive into companies' websites and job descriptions to check for certain keywords that can direct them on what companies are looking for, or what values are important to them.
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11:19What are simple indicators that can help teams know whether to target a potential customer?SDR teams should analyze data to identify areas of need.
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12:23How does Blueprint provide this information?Blueprint has a company that helps them analyze data. Once they have the right data, they work with a contact provider to create a targeted leads list. They deliver this list to clients in a two or three email sequence.
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14:54Where would a company start once they have this service?SDRs can then use this information and conduct in-depth research on potential customers. They should take a deep dive into case studies on their website, find out more about the company by looking through their careers page, utilize Insights data on LinkedIn, and other tools to understand who they are and what their needs are.
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16:54What ICP methodology would you recommend, and is it important?At the macro level, sales teams should look beyond tools like ZoomInfo and Apollo when creating their ideal customer profile. They need a heuristic that will help them look at things holistically and identify the right market.
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18:32Can sales teams have micro ICPs that they create initially?Theres data that sales teams can utilize even before having an ICP.
Quotes
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“Most companies don't really understand their customers and they don't understand the pain they have” - Jordan Crawford.
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“You first need a framework to understand which of your segments is really getting the most value out of your service.” - Jordan Crawford
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“If an organization has a framework with which to say no to certain segments, certain buyer personas, they can get absolutely amazing at figuring out who they can provide sort of a 10X value to.” Jordan Crawford
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“The most underappreciated sort of resource in a company is the SDR.” Jordan Crawford
- Part 1 More leads by serving fewer customers — Jordan Crawford // Blueprint
- Part 2Scoring your TAM’s pain — Jordan Crawford // Blueprint
Up Next:
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Part 1More leads by serving fewer customers — Jordan Crawford // Blueprint
CEO of Blueprint, Jordan Crawford takes us through his company’s method of helping its clients get more leads while targeting fewer accounts. Once you understand who your customer is and you are able to identify their pain points, you’re better able to craft messaging that compels them to purchase your service/product. Today, Jordan talks about how sales teams can identify customers’ pain points using the resources they already have.
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Part 2Scoring your TAM’s pain — Jordan Crawford // Blueprint
CEO of Blueprint, Jordan Crawford explains the importance of researching your customers’ pain to determine your Total Addressable Market. Simply relying on tools like ZoomInfo to find potential customers may not be enough. Companies need to look deeper into how their solutions and services can meet the specific needs of their potential customers. Today, Jordan takes us through how Blueprint uses this approach to help their clients and to also identify the right customers for their own business.
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