SYSTEMATICALLY TARGETING THE RIGHT ORGANISATIONS
Market segmentation has traditionally been centred around demographic factors such as company size, sector and location. But these simple characteristics are increasingly inadequate predictors of which specific organisations you should proactively target because they are most likely to buy from you.
That’s because in any complex B2B sales environment if you look in the right places you will inevitably uncover a set of common structural, behavioural and situational characteristics that will always prove to be far more reliable indicators of your chances of doing business with any organisation, now or in the future...
We'll work with you to identify, validate and document the common demographic, structural, behavioural and situational characteristics of your most valuable target organisations in each of your key target markets. We'll help you identify the critical issues that will cause the key stakeholders in these organisations to want to take action - and equip your sales people to have value-creating conversations that will enable them to accurately qualify the potential opportunity and advance the buying decision process. You can learn more about our approach here.
INFLEXION-POINT: THE VALUE SELLING SPECIALISTS
We're here to ensure that every member of your sales team - from your most experienced veteran to your most recent hire - is universally adopting proven best practices and winning behaviours, and has easy access to the information they need to make the best possible decisions at every point in the sales process.