Market Intelligence

Effectiveness of a sales force is not measured by the number of meetings, calls or quotations, but by revenue, margin and profit.  To get the best use out of the precious face to face time the sales person can get with the prospect, it is important to minimise the time wasted on meetings that were never going to produce business.

All markets are getting more complex and competitive and as a result, the sales people need to be better armed to maximise their chances of winning more deals, and more profitable deals. 

Understanding what information really is and how to use it is a key differentiator in a competitive market, so by gathering appropriate information regarding your Target Suspects you can build a profile of if, how and when you are likely to be able to turn them into customers. This enables informed choice on which meetings to schedule, and better preparation for focused meetings in scenarios where the potential for business really exists.

Intelligent use of information combined with appropriate selling tools empowers the sales people through every stage of the selling process.

• The Internet, phone and desk research can be effective tools to uncover the information to validate or qualify each Target Suspect against an ideal profile.
   
• Presenting information using tools such as a Return on Investment (ROI) calculator helps the individual sales person to compete more effectively.
   

If you would like to improve the effectiveness of your sales force, get in touch with us now *

Profiling the Ideal Customer

By fully understanding your proposition and why customers buy what you make or do, you can be much more focused, targeting the right prospects and customers, delivering the appropriate value proposition to meet the customer’s needs.

Whether you are looking to refocus your current market or penetrate a new market, then based on your proposition, target market and routes to market, coupled with an understanding of your current customer base, as appropriate, we work with you to define key characteristics of your ideal customers and define the information which indicates whether an organisation is liable to become a customer.

This information initially aids the identification of a long list of suspects, from whom additional required information can be extracted via desk research and phone calls to focus the list even further.  This repeated reduction process concentrates the subsequent effort in calling and developing relationships on those with the greatest potential to become customers.

If your proposition would benefit from review for use by a team of snipers, we know how to help! *