Point of Views are coming under serious testing this year.
It is important to have a point of view on things but one has to be flexible about it.
But the market does change quite often. Imagine the point of view gone for a nose dive before and after Generative AI. A point of view is good if it helps you sell better, get hired better.
I have another take though – Strong points of view do withstand the test of seasons, weather change and that itself is a point of view, you might say.
How have point of views changed for me in last 6 years –
2017: Good account intelligence is the key. Go after accounts that make sense to you.
2018: Technographics help you choose the right accounts.
2019: Technographics help you choose the right accounts. Isolated emails don’t work. Build relations with your customers.
2020: Segment your customers using techno graphics. Isolated emails don’t work. Your customers are going to be the same throughout their career life. Build relations.
2021-2022: Life Bound: Move over Inbound, Outbound. It is time to build relationships with your customers in LifeBound. It is a replacement software market. The only way you are going to win is to build relationships throughout life.
2023: GTMBound. It is getting harder to win accounts, pipeline velocity is slow. Investing in your Go-to-market planning, sales planning have become even more important. Not for large enterprises but for mid-market as well.
How has your point of view changed ?
