Identify challenges and threats facing your target accounts
Risks are the potential challenges, threats, and obstacles that companies identify as factors that could negatively impact their business performance, strategic objectives, or operational capabilities.
Risks represent the concerns and challenges that leadership acknowledges could affect their business success:
Market and competitive pressures
Operational and technology vulnerabilities
Financial and regulatory challenges
Strategic execution obstacles
Risks are extracted from risk management sections in annual reports, earnings call discussions, regulatory filings, and executive commentary about potential business challenges.
Be careful not to create unnecessary fear or anxiety. Use risk information to demonstrate understanding and position solutions, not to alarm prospects.
Acknowledge Reality: Show you understand their business challenges
Offer Solutions: Always follow risk discussions with how you help
Quantify Impact: Help them understand the cost of inaction
Build Urgency: Connect risks to timing and competitive pressure