The Sales Evangelist

Mike Orlick on The Sales Evangelist Podcast

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

This episode is brought to you in part by LinkedIn.

The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE.

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This episode is brought to you in part by Skipio.

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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