After putting his/her sweat and blood into the research, the Account Executive (AE) finally unearths a key stakeholder. S/he starts digging to find out more about him/her - only to find that his namesakes are scattered all over the internet.
In the high-stakes world of enterprise sales, success depends on more than just landing the deal. It relies on forging meaningful connections with the right stakeholders. These individuals hold the keys to closing enterprise deals. One common problem emerges once the AE finds the stakeholder: impostors.
“Will the real Slim Shady please stand up?
I repeat, will the real Slim Shady please stand up?
We're gonna have a problem here.” - Eminem
How on earth does a rapper’s rant on losing self-identity find its way to a blog on enterprise sales? In a surprising twist, Eminem's iconic lyrics from "The Real Slim Shady" take on new relevance in enterprise sales, where distinguishing the true decision-maker from impostors mirrors the challenge of identifying the real Slim Shady.
The day is not far from when a frustrated AE raps his frustration out about failing to find the right stakeholders amongst duplicates.
AEs often find themselves drowning in data. Struggling to identify the true decision-makers amidst the noise adds to their woes. However, the ability to find the right stakeholders is paramount, as they hold the key to helping you close enterprise deals.
But what difficulty would one encounter in finding a name?
Let’s say the AE finally manages to zero in on the right C-level executive. It is John Doe from Goldman Sachs. S/he finds many C-level executives with the name John Doe working for Goldman Sachs on LinkedIn. However, after spending a few hours, the real John Doe is found. Simple, right? Only if the buck stops here. Account research needs a lot more information than finding a LinkedIn account. You need to research their interests, background, previous work, and so on.
Let’s say you find a blog written by John Doe when he was working in some other company a decade-and-a-half ago. How would you verify that it was written by the same John Doe? Or worse, how would you confirm if the patent registered under the name of John Doe is the same as the one you found out?
Even hours of research fail to guarantee whether it is the same person you seek. This leaves the AE finding the proverbial needle in a haystack. However, the bigger problem than the aforementioned one is the fact everyone accepts it silently. Not anymore. Vieu’s definitive solution to this problem comes to the fore to rescue the AEs.
Vieu traverses into the haystack comprising John Doe and finds the right one in a jiffy. Here’s how Vieu’s canonicalization assists the AEs find the right one.
Start using Vieu and find the right the right John Doe.
