No doubt you and your team are in planning mode for the New Year. With so many uncertainties in the economy, it has become difficult to plan and forecast. In a qualitative in-depth study we are conducting with enterprise CIOs titled "CIO Decision Roadmap 2023", many have already shared their planning priorities for 2023. We will be posting our findings here when we publish them next month, but the common theme when asked, "What do you want to see from technology vendors?" is greater effort spent in uncovering their company vision and objectives. Secondly, how their solutions can help achieve these things. Too many technology sellers are not properly qualified or trained to sell consultatively and effectively to enterprise buyers.
We therefore thought it would be appropriate to update our post from earlier this year on Aspirational Marketing, where we shared with you the top five key questions we ask in our Executive Opinion interviews to elicit their high level aspirations. We believe making these questions part of your sellers' playbooks and battle cards will give your company a competitive edge in 2023.
Here are the five questions:
Alan Nazarelli is President & CEO of Silicon Valley Research Group.
Topics: Market Research Best Practice