Building Differentiated Identity Management Content to Get Noticed (SlideShare)
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Transcript of Building Differentiated Identity Management Content to Get Noticed (SlideShare)
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
Courtesy of http://www.SPHomeRun.com/IDMRevenue
Capture Leads Early Offer Multiple Conversion Paths Educate Prospects Help Evaluate Solutions Earn Trusted Advisor Status
Courtesy of http://www.SPHomeRun.com/IDMRevenue
Prospects arriving at end of sales cycle care about
one thing: Price
Courtesy of http://www.SPHomeRun.com/IDMRevenue
The sales process turns into bidding war and forces
company to compete on price factors
Courtesy of http://www.SPHomeRun.com/IDMRevenue
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
Courtesy of http://www.SPHomeRun.com/IDMRevenue
Is your IDM company creating differentiating content?
Let us know in the Comments
Courtesy of http://www.SPHomeRun.com/IDMRevenue
LEARN MORE
Identity Management Revenue Growth Acceleration Q&A Webinar
© SP Home Run Inc. SP Home Run is a Registered Trademark of SP Home Run Inc. All Worldwide Rights Reserved.
Listen to the Full Webinar Recording Now at
http://www.SPHomeRun.com/IDMRevenue