Our Process

How it Works

Our Approach

Over many years and across a number of industries, we have developed a custom analytics model that scores prospects and customers into tiers that reflect those most likely to purchase within the next 12 months. This increases sales and marketing efficiency and can increase new customer sales rates by 50% or more.

Survey of Your Prospecting Efforts

Our process starts with a FREE survey of your current prospecting efforts. We look at the scope, tools, and processes you are currently using. This involves working with both sales and marketing teams to understand what is and isn’t working for you. During this conversation, we will get to know more about your business, your goals, and what you are struggling wtih in terms of growing your prospect funnel and converting key prospects to customers.

Market Analysis

We will analyze and define your most relevant market. We look at the industries, sizes of companies and locations you should focus on. Your current customer base will be evaluated, and your market penetration estemated. This provides you a clear understanding of your market position, identifies changes you may need to make to your current prospecting strategy, and helps you increase the quality of your customer database.

Prospect Acquisition Tiers

We will create a customized model that puts your prospective companies into tiers from A to F based on likelihood of becoming a customer. The top tier is four times more likely to become a customer, where the lowest tier is four times less likely to become a customer. The data can be integrated into your existing CRM system, so that the entire organization has insight into your prospecting efforts. This helps you focus both your sales and marketing efforts, naturally improving the synergies between your teams, and we have seen lead rates increase by 50% or more.

Deploy Prospect Acquisition Tiers

Our prospect assessment will give you a rigorous review of your current prospecting efforts. We will recommend how to best deploy your prospect acquisition tier scores and where the biggest gains can be expected. A review of your slaes and marketing IT systems is critical to helping your teams get the best results for your prospecting efforts. We will give you practical counsel on how to improve future sales, and help you optimize sales efforts.

Contact

Get In Touch

Let's talk about the challenges you are facing and develop a customized strategy that will increase your marketing and sales efficiency.

We can help you find and keep your best customers.

Optimize Your B2B Prospecting

 

Contact

Get In Touch

(585) 797-5514
Mike Sullivan
M-F: 8am-5pm

Case Study Download
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Accelerating Prospect Sales Case Study

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