Champions & Buyers Reify @briandoll // @ReifyWorks Selling - - PowerPoint PPT Presentation

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Champions & Buyers Reify @briandoll // @ReifyWorks Selling - - PowerPoint PPT Presentation

Aug 23, 2022 224 likes •610 views

Champions & Buyers Reify @briandoll // @ReifyWorks Selling top-down vs. bottom-up Land and expand More Usage: More Users: More SKUs: Persona

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Reify

Champions & Buyers

@briandoll // @ReifyWorks

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  Selling top-down

vs. bottom-up

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Land and expand

More Usage: 📉 ➜ 📉📉📉 More Users:  ➜  More SKUs: 🍏 ➜ 🍏🍋🍒🥞

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 Persona 💱 Value proposition 🔒 Key Features 🚳 Sales Cycle 💶 Average deal size 🎂 Marketing assets

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Developers as buyers

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Virality is built on vanity

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280 40

Blog posts by the end of 2008 Blog posts by launch in April 2008

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Replies should include a URL

✍ Write it down

Document, don’t create

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To developers:

  • Best tool for the job
  • Ease of use
  • Workflow
  • Features
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To management:

  • Team communication
  • Time to market
  • Efficiency
  • No training required
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To executives:

  • Insourcing
  • Innovation
  • Industry best practice
  • Talent development
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Developer Champion Developers as champions

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Economic Buyer Targeting economic buyers

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Reduce friction
 in the sales process Reduce friction
 in the sales process

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Here’s a giant security checklist, can you fill it out for us? Thanks!

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We’re moving apps to the cloud but now everything feels chaotic.

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This seems crazy expensive!

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🏚 “Enterprise” / “POC” 🔑 Corporate authentication ☎ Service level agreements 📝 Custom contract  Account manager 🛤 Product roadmap 🤒 Discounts 😃 On-prem (AWS lol) The “Closing Big Deals” Starter Pack

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✅ Update messaging for your target buyer ✅ Create an anchor resource (Intro to SEO) ✅ Promote the paid trial, not “sign up” ✅ Begin targeted sales outreach ✅ Create case studies and write about successful SEO tests

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Reify

Thanks!

@briandoll // @ReifyWorks