Client Discovery Services

Executive appointment setting

The Client Discovery process starts with a conversation with a potential buyer. Ultimately if you are not having enough valuable conversations with the right prospects, nothing else matters. The challenge for companies selling complex solutions and services to executive-level buyers is that it’s becoming increasingly difficult to connect with them. A rigorous, disciplined and scalable approach is required to reach the right prospects and secure enough initial meetings to build a strong pipeline that will deliver consistent revenue.

We have developed a highly effective strategy for securing strategic sales appointments in a way that positions our clients as experts and builds trust and credibility from the very first touch. By securing meetings with key decision makers and influencers in this critical phase of the sales process, the door is opened to start the discovery process, develop relationships, and identify opportunities for mutual value creation.

Opportunity qualifying/profiling

Best-in-class firms today are conducting discovery investigations into target customers for a preliminary analysis of potential opportunities and for insights into organizational structures, decision makers, and buying cycles.

To maximize the selling time of your sales team, we can begin the discovery process by conducting the initial sales call with the executive to qualify and profile the opportunity.

During this initial “discovery” call with the executive, we share your unique point of view regarding a specific challenge being faced by their market today, establish your credibility and expertise in solving that challenge, share a high-level overview of the solution, and uncover insights regarding the buyer’s current challenges and needs. If the company represents a viable opportunity for you, a face-to-face meeting for the sales executive is secured.

The value of the Discovery calls goes far beyond just collecting facts about the prospect. This step in the sales process can be a powerful opportunity to differentiate you and your ability to drive business improvements.

The results are greater sales productivity, more fully qualified opportunities, and a better prepared sales team armed with insights about the prospect’s current challenges gained during the discovery call. Instead of spending the majority of the initial meeting asking discovery questions, the sales executive can focus the conversation on what’s most valuable for the prospect. Frequently, the insights gained during the Discovery call actually uncover an even greater opportunity that the sales executive is then able to drive to. Click here to read about our results for GE Healthcare. (link to GE Healthcare case study)

Event promotion and follow-up

We can promote your virtual or in-person events through personal phone calls and emails designed to generate interest and drive attendance. After the event, we can follow-up with attendees to further develop these new relationships into opportunities.