As my career progresses, I seem to get more outside pitches. This is obviously common for most people. As one becomes either more of a decision maker or someone who influences a decision, people responsible for sales will target you with emails and try to get you on the phone.
As a senior in-house SEO professional, I’ve learned the importance of taking information from outside company walls to develop an outside-in perspective to SEO strategy. When it comes to a software or tool vendor, it can be tricky to digest if you need exactly what they’re selling because their pitch is often a solution to a problem they’re assuming you have. You might not have that problem.
A few weeks ago, I took a call to understand more about a product. The rep jumped right to the problem and solution their company thinks is the one that resonates with people in my role. In reality, I don’t have that problem and don’t need that solution. So I moved on and decided for now, I don’t need this company to help reach my goals.
I get why software companies lean this way. As it scales, a company needs to standardize and have streamlined pitches and processes so maybe it isn’t so much that reps should move away from having the problem / solution ready but that reps need to know when their problem or solution needs to be refined since it isn’t resonating. Or put together more evidence to support why that person has your problem.
Whatever side you might be on, I believe it is important to stay on your toes. If you lead in-house, know what problems you need help with. If you sell, listen and be open to hearing new problems. Not just the one your company is convinced is the most important one to solve.