Be a world-class Marketing organization for your b2B sales
Be the indispensable resource that your sales reps needs to win more
Building the right Sales Capabilities matters more now, than ever
A former McKinsey benchmarking study involving 15,000 employees at more than 140 leading companies, showed: Revenue growth at companies with more advanced marketing and sales capabilities tended to be 30 percent greater than the average company within their sector. Building sales capabilities is not an expense, it’s an investment in top-line growth. The business case is very attractive, with a ROI as much as five or ten times as much as the investment.
Being a marketing leader requires a commercial understanding of the sales organization’s needs, both in relation to the transformation many are in the middle of, but also in terms of the concrete buyer development, sales reps are facing. Marketing has to embrace new ways of thinking and working. To realize consistent growth is difficult, and requires development of marketing and sales capabilities, as we know from research “ building sales capabilities are a source of competitive advantage”. The InsightsRadar provides you with new sales capabilities with most impact. Your sales reps, will stand stronger, and more insights driven.
InsightsRadar: Design your Sales Capabilities & Sales Enablement
We know from research, that sales reps are most effective when they are supported with a strong framework. The InsightsRadar can best be described as a flexible SaaS “Sales & Marketing Backbone” that realizes critical sales capabilities.
- Generation of your own unique industry- & market Insights to find, open new doors, qualify meetings, win and grow accounts.
- Insights into Benchmarking & Best Practice knowledge on your focus area
- Insights on the stakeholder group and individuals informing you about efficiency losses and potentials
- Consensus Insights briefing you on actual disconnects in the stakeholder group
- Pre-build “Consensus Workshop” & “Red Dot Session” frameworks
By formalizing these areas you can more easily scale. You will realize a sales enablement foundation that provide sales reps with what they need to successfully engage the buyer throughout the buying process. Your sales reps will be armed with new ways of improving their customer conversations with stakeholders..
Realize a Capability-Driven
1. Insights generation & confidence building
By using our Analysis Framework, you can in a smart and effective way, get your own unique insights on your focus areas directly from your customers and prospects. Insights from analysis, meetings, workshops and seminars will be consolidated locally and at HQ.
2. Meeting & workshop qualification
The InsightsRadar is a unique door-opener, to existing and new customers. New insights and reflections inspires and challenge customers & leads. For buying groups the InsightsRadar is unique to facilitate a group proces, identifying all low levels, to be discussed more in detail.
3. Stakeholder & consensus handling
The InsightsRadar identifies areas of mis-alignment. Sales reps will be able to identify on exactly which areas the group is mis-aligned. Sales reps will be much more in control and can effectively facilitate a process to eliminate misconceptions and help the customer’s stakeholder group to reach consensus.
4. Seminar insights & stronger follow-up
Ahead of a seminar, the Insights Radar will provide an accurate indication on, where are the participants weakest and face the biggest challenges. After a seminar, sales reps will get access to participants radars, improving their preparation and relevance in the follow-up. Insights will be consolidated.