1: Prepare
- Research the customer, and if they already have Podium, fleet size, services, vesel types, voyages vessels have taken etc
- Use LinkedIn, Google (or any other search engine) to learn more about the prospect, their company and what they do
- Read recent News articles if their company is mentioned and/or relevant to their industry/sector
- Use the below Sales tools to prepare for a call/meeting with the customer
Buyer Personas for Shipping & Offshore
What it is: A reference guide covering key audiences such as shipowners, operators, fleet managers, charterers, brokers and port operators.
When to use it: Before outreach and while preparing discovery questions or presentations.
Purpose: To help distributors adapt the message to the prospect’s priorities, role, buying behaviour and likely value drivers.
- Buyer Personas Here
Shipping & Offshore Sales Diagnostic Model
What it is: A sales framework that helps distributors identify a prospect’s operational challenges, connect those challenges to relevant Podium capabilities and build a value-led proposition.
When to use it: Before and during discovery calls, when preparing a tailored presentation and when agreeing follow-up actions.
Purpose: To improve discovery conversations, ensure Podium is positioned according to the prospect’s business type and needs, support consistent messaging and increase the likelihood of progressing the sale.
- Model Here
Pitch/Meeting Preparation Template
What it is: A pre-meeting preparation checklist for capturing company, fleet, vessel, commercial and technology information.
When to use it: Before a discovery call, presentation or tailored pitch.
Purpose: To help the distributor understand the prospect’s operating model and select the most relevant Podium capabilities.
- Template Here