The Problem
Your customers possess a lot of the sales intelligence you need. They can inform you about your product, your competition, your service model, the dynamics of the buying decision, and a whole lot more. But getting this information out of them is not always straight-forward.
The Solution
Supercharge your customer conversations, to qualify better and close faster.
The Process
 | Review existing practices of desk research & identify areas for expanded pre-call information gathering. |
 | Conduct interviews to isolate primary blind spots persistent throughout the sales cycle. |
 | Evaluate current scripts and shadow discovery calls, to identify strengths/weaknesses in the initial customer interface. |
 | Develop discussion guide with Q&A “cheat sheets” tailored to specific client personas. |
 | Survey documentation methods and identify process optimizations to facilitate transfer of customer intelligence within the sales team. |
This process includes periodic interim reviews with key stakeholders, to solicit feedback guiding the overall direction of the project.
The Results
Deliverables
- Shadowing of live sales calls to create initial discovery benchmark
- Summarized pain points specific to unique sales stages and customer personas
- A cheat sheet of effective discovery questions, unique to your business, tailored by sales stage and customer persona
- Training materials to reinforce best practices and onboard new sales hires
Impact
- Shorter sales cycles
- Improved seller productivity
- More relevant messaging to early stage prospects
- Better intelligence for sales leaders to support deal closes
Book a free revenue strategy assessment to discuss your challenges across five revenue functions:
sales, business development, customer success, marketing and revenue operations.