STEP 1: Product Understanding / STEP 2: Customer Understanding
Following on from my first summary post on the Five Steps to Sales Growth below are key questions, examples and thoughts to help you tackle Step 1 and Step 2. Ideally you will want your sales, marketing and product teams working through these issues together.
STEP 1: Service / Product Understanding
Note: These points assume you already have customers using your product/service. If not and you are still defining what you will offer you should swap Step 1 and Step 2 around.
STEP 2: Customer Need Understanding
These are just a slice of the issues you may need to address for each step. Feel free to add comments from your own experience within your markets, products and services.
In my next post I’ll provide more examples and thoughts to help you address the challenges of assessing your market size in Step 3: How Big is Your Market Opportunity?