The next step is to prepare your sales reps with sales enablement content, including battle cards, solution overviews, and case studies.
"Any of these different enablement pieces are like cheat codes to get your sales team to understand the language and how to gain buy-in from the prospect they're speaking with effectively," Dylan says.
You might already have most of the content you need from list of anguilla consumer email your existing marketing efforts. If that's the case, revise the content into assets that address your new target market. For example, you might need to update the value propositions on your battle cards to better speak to the new buyer personas or pull messaging from a product webpage into a one-sheet.
You also need to review case studies and testimonials from companies that reflect your new target market as soon as possible.
"As you move upstream, especially into corporate and enterprise spaces, buyers may experience risk aversion. They need to see real-time use case examples of how people succeeded that looked like them," Dylan says. "Your speed to garner those stories or examples can considerably impact how quickly you start driving revenue and scaling through that space."
While that same degree of risk aversion might not apply to all markets, it will be easier to gain trust and buy-in if you can prove that your solution has worked for companies of the same size and industry as the prospect you're selling to.