Martech companies are trying to outperform their marketer-customers; after all, marketers are well-versed in Martech marketing tactics.
As competition heats up, marketing firms are scrambling to generate leads for themselves and their clients According to recent research, many marketing agencies make mistakes when generating leads. Worse, they may be unaware. As a result, Martech companies must constantly sell to marketing agencies.
A muddled world of competing ideas, new issues, and real pains for marketers. This article will help you better sell technology to marketers.
Here are five pillars on which to build your revenue empire:
- It’s more Science than an Art
- Expand more on the Implication
- Get Proper Prospecting
- Recognizing Current Technography
- Be a Quality and helpful Resource Hub
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It’s more Science than an Art
Selling to marketers is difficult. Your tech product can be sold to other companies based on its UI/UX, features, and brand reputation. When selling to marketers at a marketing agency, you need to use both science and creativity.
To convince marketing agencies that your MarTech product is worth investing in, you need numbers and experiments. They make wise choices when spending their own money. Before implementing anything company-wide, marketing agencies often conduct pilot testing (science again). So you must be good at presenting numbers and the value of your tech product. ROI rules. It should be easier to sell if you know your product can pass their tests.
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Expand more on the Implication
The secret sauce to selling marketing technology to marketers is to talk less about it. Discuss the implications of using technology.
Here’s an example. A person searching for hardware tools wants more than a drill. So, selling them a drill may fascinate them, but that is not what they want. They just want a simple way to hang the frames. If you want to sell, you need to show how fast the work will be done.
Similarly, a marketing agency seeks to increase revenue and client satisfaction. So they want to know the implications of using your technology and how they can pitch it to their clients.
Changing your selling style can completely alter your customer’s buying behavior.
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Get Proper Prospecting
Customers now have greater access to information, allowing them to research every aspect and benefit before making a purchase.
Creating trust and providing the best client experience throughout the buying process is crucial.
Identify and qualify qualified prospects. A B2B list is intended to be a reliable and focused lead list. You don’t want to spend weeks or months emailing a lead only to find out they’re not a good fit for your product or worse, they’ve left the company.
You must understand your customers and why they buy, as well as the role your product plays in marketing. This data will help you narrow your potential pool.
Assemble a list based on data, not guesswork. Sales intelligence tools like SalesIntel make B2B list building easy. It streamlines the process of locating companies, contacts, and verified contact information.
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Recognizing Current Technography
When selling technology, you need to know your audience’s current tech stack. How can you? Using tech data.
The tools and apps used by businesses reveal their technology buying habits, how they work, the issues they face, and what technology they will buy next. Recognizing this data-driven phenomenon, technographics seeks to segment technology into numerous factors. It helps you understand a company’s technology stack and future plans to buy technical solutions.
With SalesIntel, you get everything your company needs to grow exponentially. Includes a huge human-verified database, sophisticated and reliable infrastructure, and key third-party expert partners
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Be a Quality and helpful Resource Hub
Marketers like to gather data, whether it’s to plan a strategy or buy a tool to increase productivity. They must keep up with clients’ demands. They don’t want to miss any opportunity to grow. As a MarTech company, you can capitalize on this constant need for new marketing trends and tactics.
You can become a valuable resource for your clients. Educate to build trust. Selling to marketers isn’t easy either. You already have an advantage if they know you keep up with industry news. They’ll trust and prefer your brand. So, provide resources to help marketers improve their skills.
In Conclusion
An agency must use cutting-edge marketing technology to stay competitive. Keeping in touch with clients helps promote your firm’s unique brand message. It also makes a strong first impression, attracting potential buyers.