Sell VDP to Decision Makers

For example, before I pitched a solution to a company with $1.5 billion in revenues, I made darn sure I knew where the industry was in its business cycle and how that influenced their business decisions. Why is this important? The proposed solution should reflect whether the industry is on offense, defense or standing pat, because their opportunities, challenges and objectives change in accordance with each scenario. Furthermore, if you’re attuned to these cycles you can anticipate the next one and meet it with appropriate solutions. If they are existing clients, the preparation time will obviously be less.