Influencer Programs: Problems, Opportunities, Wants & Needs (2)

Yesterday I posted about a client’s most often-cited Problems leading them to invest in their Influencer Program. This followed the premise in Nancy Bleeke’s book ‘Conversations That Sell’ book of first identifying a prospect’s POWNs – Problems, Opportunities, Wants & Needs. 

The Buyer-side JourneyOur own prospect and client survey asked for their own POWNs when commissioning an Influencer Program. I’m serializing these four – one each day this week. The following were the most commonly cited Opportunities. Do you agree?

  • Opportunity to discover new routes to market
  • Opportunity to reset marketing outreach approach by integrating sales influencers into the heart of it
  • Opportunity to get your salesforce on your side with marketing directly oriented to aiding the sales process
  • Opportunity to radically re-orient your traditional year-after-year marketing activities
  • Opportunity for the first time to understand who you should, and shouldn’t, be outreaching to
  • Opportunity to short-circuit the otherwise lengthy process of understanding a new market

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