Every Role Has a Value
Just like each position has requirements and a role description, Every role has a value. Vague? listen on.

So, building your outbound demand generation messaging? new market? new product? I bet it’s hard. Heck, I know it’s hard. But we are sales people and we don’t like sweets, we are sweet enough and we like it hard.

Take time to understand the account, sure. But contrary to what HubSpot or Salesforce want you to believe, no account is similar, but the roles, may be similar. This is why the role of your prospect contact is worth paying attention to. to understand the role, learn it — read about their pains, goals, requirements and general industry trend gossip. The more you understand your champions the better value they can earn from you. Dig deep and do not be afraid to burn hours because once you understand a role, you won’t forget that.

“They can strip me off my money but can’t take away my knowledge”, has been a sentence leading me forward in my career. Learn the value each role seeks, provide them the knowledge they need to succeed — and you have their attention.

**This article is intended to help demand generation professionals keep their hair color fresh.
['Andrey Kastelmacher']
['Marketing', 'Messaging', 'Demand Generation', 'Business Development', 'Sequencing']