10: How to Sell to the Unexpressed Interests of Marketing Clients w/ Brian Gilman

If you leave it up to the client, they will just underutilize your product.

Why? Their unexpressed interests keep them from knowing what to do with what you are selling—especially in cloud software.

In this episode Samantha speaks with Brian Gilman, VP of Product Marketing at Vonage, about how to find the differentiation in our project, to really dig deep in these use cases, and discover ways to build strategic stickiness and adoption of the product—not just sales of the product.

It all boils down to storytelling, to asking your client whether they have thought about what the full implementation of your product will do for their unexpressed interests.