Why Clear Use Cases Enable Sales Teams to Sell Complex Technologies | Mike Orlick - 1613

The Sales Evangelist

On today’s episode of The Sales Evangelist, Donald talks with the head of sales at Transcend, Mike Orlick. They discuss the importance of use cases, how to effectively utilize them, and how to better provide value to your clients.

What is a use case and how do you utilize it??

• A use case comes down to the business outcome and what they mean for your client.
• Mike suggests getting quotes from previous clients who have had success with your product and then targeting similar individuals in your ICP. This helps to validate your product.
• You can utilize use cases when new protocols impact your industry. When you understand a prospect's situation they are more likely to trust you with a solution.

Become an investigator and problem solver

• You get into enterprise sales by going deep and helping companies improve their business.
• When you join an organization that has already started to prove use cases, you can go in with a use case and become a trusted advisor to a company by asking the right questions and truly wanting to solve their problem.

How can you start utilizing use cases?

• Map out what your product does, what it solves for, and who it solves those problems for.
• If you already have customers, interview them to find out why they brought you in and what problem you are solving for them.

Mike’s last piece of advice

• Be genuine and have a real interest in uncovering and solving business problems.
• To hear more from Mike, connect with him on LinkedIn and visit transcend.io

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