One of the greatest challenges for any technology product and services company in the B2B marketplace is ensuring that your sales team is not only focused on reaching clients that are interested in your products and services, but also knowing which customers are at the “premium” stage of the purchase cycle.
What exactly is the premium stage? At Harte Hanks, we define it as the point where potential customers have been fully qualified and have the authority, budget, and desire to purchase your product and services.
In the B2B information technology space, that frequently means a customer who is ready to modernize their old systems and operations. Our client specializes in digital transformations, providing solutions for their customers beyond cloud-only needs.
So how do you identify and qualify premium stage customers? More importantly, how do you do it for a global technology company whose products and services were previously flying under a different brand banner?