I’m a big believer in leveraging trigger events and buyer-intent signals to improve effectiveness and efficiency of demand generation efforts. However, even if you’re using services like 6Sense, TechTarget, Prelytics, TrueInfluence, and Bombora to identify signals, there’s still a lot of work left to convert these signals into opportunities. The challenge is 2-fold: Access and Speed.

Access:

Unless you have an exclusive agreement with your buyer-intent data provider – which you won’t – your competitors are probably subscribing to the same services, getting the same signals, and vie for the time and attention of the same executives as you.

Even with an intent signal, most executive-level prospects will be unresponsive to your messaging and outreach efforts. These are busy people who don’t answer their phones unless they recognize the numbers, and who get hundreds of emails and LinkedIn requests daily from vendors trying to sell them. And, if you think getting one executive to respond to you is difficult, try getting 5 or 10 if you have a real complex sale.

Speed:

The second challenge is speed. You still need to reach and engage a potentially large stakeholder group quickly. According to Forrester Research, you have a 74% chance of winning business if you’re the first to create a viable vision of the future with a prospect. In high-value enterprise deals, there’s high reward but also high risk. It’s worth pulling out all the stops to engage aggressively, get there first and gain the competitive advantage. That’s where Execugram comes in.

How Execugram Helps

Through our Execugram Comics, we help get your story in front of key players in accounts simultaneously, and in a way that is fresh, fun and appreciated. We do this by telling the story about a day in their life and a problem that you can help them solve. Dialog for each comic emphasizes how your solution helps to address the specific needs of each stakeholder.

We ship Execugram Comics to your prospects by UPS with tracking. This enables you to reach all target executives in an account at the same time and coordinate your follow-up for maximum impact. We guarantee that they will read your message and you will differentiate yourself in an amazing way.

Best of all, unlike the buyer-intent data providers, we offer you exclusivity on that account. If you use Execugram to gain access, we won’t work with your competitor to do the same. That would defeat the purpose. With Execugram, you have a differentiated competitive advantage!

But let me be clear. We’re not here to replace your buyer-intent data provider, we’re here to help you get more value from your predictive marketing programs.

The best way to see if Execugram is right for you is to run a pilot. It’s very easy to do and very low risk. Please contact me to learn how.



Dario Priolo
Author:
Dario Priolo

Dario brings over 15 years of marketing leadership experience in the human capital and sales training industry. He has help c-level positions with Miller Heiman, Profiles International, Richardson, and Sales Performance International, and has been a consultant to dozens more training and technology companies. He is an expert in complex B2B sales and brings this experience to help his clients develop and execute impactful marketing and demand generation strategies.

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