
Big Idea
Vertical specific sales conversations that deliver business Insight
Outcomes
-
Differentiation through specialization
-
More complete solutions and larger deals
-
Increased market share in a key vertical
Common Vertical Selling Mistakes
Change Vision for Vertical Selling

From
To
-
Generic horizontal messaging
-
Vertical insights and talk tracks
-
General product or solution conversations
-
Connecting to specific use cases
-
Individual sales pursuits
-
Team-based selling with industry specialists
Playbook Approach to Vertical Selling
DSG Solution

Sales & Marketing Alignment
Playbook Development
High Impact
Training
Continuous
Learning