How will Sales Intelligence make me more effective?

After all of the preliminaries are in process (introductions, relationship, etc…), you will have to answer the following questions in order to do business:

• Who is the prospect?
• What does the prospect value?
• How can we provide a solution?
• Is there a pain or problem that needs to be fixed?
• What can the competition do to solve that same problem or pain?
• Where does our company usually rate vs. the usual suspects… er… competitors?
• How does [company] like to buy?
• How have they approached other purchase like this in the past?
• What is [prospect]’s market like?
• Why are you the best choice? (If you don’t know now, you’ll find out later why you weren’t)
• Should you even be in this deal at all or would your time be better spent somewhere else?

All of these questions have very valuable answers. The answers may come from a number of sources, but they exist.

More importantly, sales is growing more sophisticated every day. Sales Operations, Sales Support and Marketing in some companies are pushing this information directly to the sales reps in “just-in-time” systems to ensure that sales teams run as effectively as possible.

How does your company approach the problem of trying to really, truly, deeply understand your prospects and current clients? If you are like 70-80% of the companies out there, you probably are just getting started at some level. In my estimation, only 5-10% of the businesses in the United States are what I would consider to be “cutting edge” in their practices. And their results are proof that their systems are working.

If you have a success story, let’s chat. I appreciate talking to advanced practitioners of Sales and Competitive Intelligence. (cdalley@primary-intel.com, 801-838-9600 x5050)

Know Your Prospect and Sell More

Primary Intelligence has recently introduced a new product called Target Prospecting. Our goal is to provide our clients with the strongest chance to win business and outmaneuver the competition.

It’s the salesperson who has the clearest understanding of an opportunity who has the greatest advantage. Imagine speaking with a prospect, already knowing their specific needs and having a clear understanding of what it will take to win the sale – while your competition is still struggling to determine the best person to talk to.

The key issue brought to us by our Target Prospecting clients is simple: they have a list of potential customers they want to reach out to, but they don’t know anything about those prospects. Going to the Web and grabbing demographic information on the company may tell you whether or not they are in your “sweet spot,” but it doesn’t tell you anything about what they are looking to buy, how they make their decisions, or what their unique needs may be. Without this information, our clients’ sales teams were going in cold, wasting valuable time simply trying to get a sense of the opportunity, oftentimes finding out that it wasn’t even a good fit for their solutions.

Primary Intelligence’s Target Prospecting does all this initial groundwork for our clients. All they have to do is provide us with their “wish list” of prospects and, using our proprietary methodologies, we will conduct in-depth interviews with these potential customers to gain a better understanding of their plans, their needs, and what they are looking for in a product or provider.

With Primary Intelligence’s Target Prospecting, our clients now have the information they need to understand the opportunity as they enter it, and can address prospects’ unique needs. Specifically, from the prospect interview profiles, our clients learn:

• What features/functions are most important in the minds of their prospects
• When their prospects will be looking to buy
• The nuances of their prospects’ decision making processes
• Which competitors their prospects have used, and which ones they are considering
• The factors that might lead their prospects to change vendors
• The products and services their prospects are looking to implement

With the information they’ve gained, our clients have not only been able to qualify and prioritize their prospective customers; they have been able to strategize the way they approach individual prospects, giving them a much greater chance of winning these accounts.

Download a SAMPLE or talk to me. I can tell you more. (cdalley@primary-intel.com, 801-838-9600 x5050)