Coffee for Closers, TechValidate for All

Brad O'Neill - November 14, 2010

“Put that coffee down. Coffee is for closers!”

And with that line, “coffee is for closers” became an inside joke amongst sales professionals (admittedly… of a certain age) over the past 2 decades. If you sell for a living, you may know these memorable words delivered in a NSFW monologue by Alec Baldwin, playing a sales manager in the greatest salesperson’s movie of all time, Glengarry Glen Ross (1992, by David Mamet. If you don’t know the film, you must rent it!)

Well, have no fear, coffee may still be for closers, but TechValidate has no such restriction… We are for everyone… Although we happen to know for a fact that our customer proof does help create more closed deals.

If you sell and you want better customer proof to support your sales process at all stages, please pass this post along with a note to your marketing team. We might have the software tool that you’ve been looking for.

1.    Targeted Data. We specialize in laser-focused selling content. Say you’re selling to a large software company. The technical buyer at your account asks the simple question, “Do you have proof in another customer like me” You call marketing. They email you a semi-relevant case study. Not what you wanted? Is short, hard-hitting data like this what you’d want to share with that prospect?

2.    Freshness. An old case study or research report from 3 years ago is not going to help you close business this quarter. You want charts and statistics that were generated recently. Historically, this has been a tall order for marketing teams. But, we’ve revolutionized the process. Data like this takes a couple clicks to create:

3.    Easy CRM-based Access. You live in your CRM tool. You don’t have time to learn anything else. You don’t want to have to ask marketing for every asset, either. You can take control of all customer-related marketing assets in your CRM tool with full search, all sorted by industry, region and size. integration shown here:

4.    Credibility. When you show data to a prospect, you want two things: (1) a reliable source, ideally from outside your corporate walls. And (2) you’d like comments from your existing customers that have real context and credible insights. Something like this:

TechValidate is a marketing content automation tool that gathers data from your customers automatically, with 100% security and privacy. We are in use by many of the most demanding sales and marketing teams across the B2B enterprise world, including HP, IBM, EMC, Hitachi, Dell, Symantec, Infor, F5, Ariba, and dozens more.

And, in 2011, our goal is to help you radically accelerate your ability to close deals, too. So, happy selling… and enjoy that coffee.

Brad O'Neill

Brad O'Neill is President and Co-Founder of TechValidate. He brings over 15 years of experience in both enterprise and web consumer technologies to the leadership of TechValidate.

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