Você está enfrentando o ceticismo do cliente sobre suas estratégias de conta baseadas em dados. Como você pode recuperar a confiança deles?

To foster honest feedback, asking the right questions has been critical to overcoming the roadblock. In my experience, defaulting to the "gotcha questions" that open the door for my go-to objection responses, has yet to foster results. Here are some considerations for forming questions that uncover concerns effectively: - Does your value prop align at all levels? i.e. stakeholder, economic buyer, division, other tech groups, and company. - What are the alternatives? - Who/Where is the concern coming from? - At what point in the process did the concern arise? - Can we pinpoint the (data-driven) aspects of the solution that are in contention or is it holistic? - Are there specific governance/security policies this stakeholder must consider?

Listen attentively to the client's specific concerns and questions. Provide clear, data-backed explanations to address each issue. Show flexibility by adapting the strategy to better align with their expectations and needs, demonstrating your commitment to their success and satisfaction.💡

Clearly explain the data sources, methodologies, and rationale behind your strategies. Break down complex data into understandable insights, ensuring the client comprehends how the data is collected, analyzed, and applied. This transparency builds trust by demystifying the process and demonstrating the robustness of your approach.💡

Acknowledgment is just the first step to quelling client concerns about your approach. Although the data-driven strategies you use make your life easier, accommodations in this area may help deter higher-impact adjustments in the future. For example, we use a GenAI tool to record, transcribe, and document client interactions. Opting to disable this on certain calls with the client leads to more work for myself and our account team, but showing flexibility here may lead to the client being more forthcoming on those calls moving forward.

Data is more than just numbers—it's the key to unlocking your business's potential! By focusing on our shared goals, we can turn insights into impactful actions.

Offer frequent updates and detailed reports to keep the client informed about the progress and impact of the strategy. Highlight any early wins or positive trends to build confidence. This consistent communication ensures the client feels engaged and reassured, reinforcing their trust in your approach and demonstrating ongoing transparency and accountability.💡

Propose a small-scale pilot project to demonstrate the effectiveness of the strategy in a controlled environment. This reduces risk and builds confidence in your approach.💡