Client Intelligence

Sales meeting research and prep

Executives today expect sellers to have done their homework and have a good understanding of their business, challenges, and opportunities. Being fully prepared for a meeting through research on the client’s industry and organization is highly valued and quickly recognized by executive buyers. It not only sets you apart, it enables you to be in a better position to serve as a consultant, contributing insights and creating the foundation for a long-term relationship.

Relevancy is key. In order to help you build a business case that is relevant to the executive and establishes your expertise, we can contact influencers lower in the organization to determine if they are having issues that you can solve, as well as conduct industry and executive background research.

Target account profiling

When it comes to sales success, information is power. The more you know about your prospects, the more targeted, relevant and effective your account entry strategy can become. You can only convey the right message to a prospect if you know the right story to tell . . . and when to tell it. The information is usually available to find and collect, if you have the time and resources.

A systematic account profiling process allows companies to structure their sales efforts based on pre-qualified and profiled accounts, leading to increase in the number of opportunities and closed sales.

You provide us with a list of target accounts and a list of qualifying questions, and we will call into those companies and engage with the appropriate contacts to discover the information that you need.

Market Research

Taking a new idea to market is tough, whether it’s a new service or solution, new positioning, or entering a new market. High-yield outcomes require customer validation, testing and a deep understanding of your target buyers. Your ability to compete in a highly commoditized environment depends on knowing customer preferences more profoundly than your competitors.

We can help you understand or validate market potential and target buyers through customer interviews and qualitative research. By identifying the products, services, and markets that offer you the greatest growth potential, time-to-revenue is accelerated.