Sell to the decision-maker, not everyone in the industry
A software model that separates users from buyers and builds sales conversations around a specific operational problem.
A scenario showing how to use Joro; it does not represent an actual customer or an achieved sale.
Where does the sales opportunity stall?
Being in the industry is not enough. The user and buyer may be different people, and the business may already have a suitable solution.
Start with a need you can serve
A signal worth reviewing
A request to compare products, a stated workflow problem, or a search for an alternative system. Keep each signal's source before using it in an offer.
What should you exclude?
Students seeking learning resources, users without buying authority, or needs for functions the product does not offer.
From an opportunity list to sales follow-up
- 01
Define the product by its actual functions and distinguish who uses it from who pays. Match each segment to a relevant offer.
- 02
Compare competitors' advertised promises and prices, then prioritize opportunities by product fit and signal recency.
- 03
Build a page around one problem and how the product addresses it, with a clear request for a discussion. Review context-specific outreach before sending.
- 04
Link the conversation to a deal and record decision requirements and the next step. Follow the proposal to acceptance or a recorded reason for loss.
Give the conversation a reason
Suggested wording to adapt after checking the customer's need and your offer details:
You mentioned a need to organize the team's workflow. If this is still a priority, we can discuss the requirements and assess our product's fit. Are you responsible for choosing the system?
What should you track instead of guessing?
- Businesses with a documented need
- Decision-maker conversations
- Discussion requests
- Agreed subscriptions
These are measures for your plan, not achieved results for this model. Record sales when confirmed, and review where buyers stall before changing the offer.