Scoring your TAM’s pain — Jordan Crawford // Blueprint
- Part 1More leads by serving fewer customers — Jordan Crawford // Blueprint
- Part 2 Scoring your TAM’s pain — Jordan Crawford // Blueprint
Show Notes
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02:36How do we get to the TAM by understanding pain?Companies shouldnt simply rely on tools like ZoomInfo to get their TAM. To accurately identify your TAM, you need to conduct a deeper analysis of your target companies to find out where their specific needs are so you can provide solutions that apply to them.
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05:41Apart from Chili Piper, what other SaaS examples exist in the SaaS world?Breadify is another great company that helps companies collect data insights, creates tailor-made customer journeys for each visitor, and provides predictive suggestions. After having this information, we can then do more research into companies within those three different buckets to find out where their exact pain points are.
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08:25How does Blueprint use this model to identify their ideal customer?We first start by getting general information on ZoomInfo. We then look at their sales density and look at their sales tooling. Once we have this information, we look through their website and job descriptions page to see if our solutions can work for them.
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11:23What are indicators that marketers can look for to see if there is a pain point?Marketers need to look at their product and figure out how much more can be done with it.
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14:31If marketers can understand the jobsThat is true. Marketers should be able to communicate the problem that the customer is trying to solve. That shows that the company understands the value they provide to its customers.
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16:46Does Blueprint use this approach to help companies identify their TAM?At Blueprint, we help companies identify the pain so precisely that the target customer is more likely to respond to your sales representative.
Quotes
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“We shape our tools and thereafter our tools shape us.” Jordan Crawford
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“If you're too small, you don't know who the hell your customer is.” - Jordan Crawford.
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“The jobs-to-be-done idea very simply is you're not selling a product per se. You're selling what that product's goal” - Doug Bell
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“Start with understanding how your customers contextualize the pain” Jordan Crawford
- Part 1More leads by serving fewer customers — Jordan Crawford // Blueprint
- Part 2 Scoring 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.
