You might think the title is suggesting something crazy but don’t be fooled. Today, everyone is a combatant. You might not see it as you’re sitting there in the comfort of either corner office or cubicle but there is definitely a battle going on.
Because really, you’d be lying to yourself if you think the internet can’t be a very dangerous place for lead generators.
For many lead generators, getting a prospect that is loved by the sales rep is already a noble pursuit. Compatibility between prospect and representative seem to be the decisive factor between a smooth, successful sales process and a department that’s viciously torn in two.
On the other hand, are the same lead generators really making a difference when they’re constantly called match like with like? Are different organizations completely defined by the common interests of just the salesperson in one and the single decision maker in the other?
What if they’re both just in the same comfort zone and aren’t really helping either organization as a whole?
It’s not easy finding a short answer to the question. A company could offer general ITs solutions to all of its target industries but claims to ‘specialize them’ for its ‘unique requirements.’ Likewise, a specialist company could in fact be offering a general solution that is just ‘exclusive’ for a particular industry.
But before you start going insane from figuring this out, stay calm. There is a reason why having a variety of IT leads can be a good thing, regardless of how you go about appealing to each different buyer personas.