Who are your most valuable prospects? What are their common characteristics? What can you observe from the outside through research, and what do you need to discover from the inside through conversation? How many are already known to you, how many already know about you, and how can you systematically establish the right sort of connections with more of the right sort of people and organisations?
Conventional demographic indicators like company size, industry or location are no longer enough. Today's most successful marketing and sales organisations have also invested in understanding their prospect's psychographics - their goals, their challenges, the way they do business, and the factors that influence their decision making.
The power of prospect profiling...
These "soft values" are often the most powerful predictors of prospect behaviour, and the most effective means of qualifying your chances of doing business with them. They provide invaluable clues about how to recognise your best prospects, and to understand what is likely to matter to them, and how and why they choose to buy.
You'll want to understand the patterns of behaviour that characterise the organisations that represent the "best fit" for your company and its offerings. More can be gleaned from research and observation than you might initially think, and the remaining factors become the key things your sales people need to uncover in their initial conversations with a new contact.
Our approach...
First, we'll help you collate the information about your most valuable prospects that invariably already exists within your organisation though a combination of surveys, interviews and workshops. We'll validate this through structured customer interviews spanning recent wins, losses and "no decisions".
Then we'll equip you to determine the patterns that identify your most promising prospects and help you translate this into target prospect profiles that can be tremendously effective in improving the quality of your prospecting, messaging and qualification.
We often conduct this as part of an accelerated discovery exercise that can help you quickly home in at the same time on your prospect's most pressing problems, their typical buying process, their external influences and the trigger events that are likely to signal a change in their circumstances.
If past experience is anything to go by, these insights could enable you to significantly sharpen the focus of your marketing and sales efforts, and eliminate wasted effort - why not give us the chance to prove it?
How we help...
Inflexion-Point Strategy Partners help promising B2B organisations to realise their full potential by equipping them to build scalable sales and marketing machines that reflect the way their most valuable prospects prefer to buy.
We like to think of ourselves as practitioners, rather than consultants. We can point to decades of collective experience in achieving demanding revenue and profit targets, quarter after quarter – and of helping organisations stand out from the crowd and be acknowledged as market leaders.
Our systematic, evidence-based market leadership methodology
helps clients to bridge the gap between strategy and execution by enabling them to identify their most valuable prospects, understand their most urgent problems, and know how and why they make buying decisions.
We apply this learning to help our clients to craft compelling visions that resonate strongly with their prospect’s concerns, to implement practical programmes which serve to facilitate their prospect’s decision making processes, and to re-architect and re-align their sales and marketing processes in line with today's buying behaviour.
To find out more please contact us here...