With Insight
Edge, we will acquire a rich understanding of how your buyers buy. Developing a rich understanding of buyers will lead to developing processes that will create greater alignment with your sales force and your buyers. Focusing on your selling process is self-serving and dysfunctional and will lead to adversarial relationships with your buyers. We examine the sales process in the context of the buying process.
For each vertical you sell to, we will uncover the buying influences, the steps of the buying process, what happens at each step, what the buyers’ key concerns are, what questions they ask at each stage, what answers will satisfy them, and what marketing and selling tools are needed. Based on our findings, we will develop a one-page buying process map for each industry you service. We will present the map to your sales team and solicit their input before finalizing the documentation.
Once our buyer interviews are completed and the Path to Purchase understood, we perform a sales process audit to examine your Steps to Sale. The audit allows us to evaluate how clearly your mission and vision are understood and how well your sales representatives generate value for you and your customers. Think of it as looking at your organization through a microscope to gain a deeper understanding of what is really going on under the hood.
Using a combination of proprietary tools and techniques such as interviews with top level executives, diagnostics, staff surveys etc, we will provide a recommended set of solutions that will harmonize your sales efforts with your buyers' buying efforts. The result is a dramatic leap in sales and profits for you and your team.
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