How do you know which message you should use towards your targeted account? The first step is to figure out what insights they will find valuable and this you can do by studying their decision-making process.
In a buying process they will go through 4 key phases:
🌟 There is a problem and pain that needs to be solved.
🌟 What are the possible ways to solve the problem/pain?
🌟 Why is one type of solution better than the others?
🌟 Based on how they have chosen to solve the problem, which vendor meets their needs in the best possible way?
Looking at your targeted account's decision-making journey will help you determine which message should be used and when it should be used.
// Sofie Wendt
