Start and end with customer value to predict sales performance.
The bottomline for ROI is always sales. Increasing sales is the ultimate objective. Search rank, social media following, even leads mean nothing if it does not increase sales.
Sales Assessment Tests
Who is trainable? What are their strengths, weaknesses, core compentencies and likelyhood of success? A sales assessment test isn't just for sales. Account managers, cutomer service and support, anyone who interacts with the customer is part of the sales structure.
Business Discovery
What do you do better than anyone else? What makes your business special and unique? The interview process of business discovery is designed to find the bright and unique spots that differeniate you from the competitor next door or the company across the globe.
Customer Uncovery
Who are your customers? Why do they do business with you? What do they have in common? What motivates them to solve their problem? How do they make decisions? The customer uncovery questionaire is designed to find what is working, why and build on it for future success.
Customer Persona Profiles
What questions do you need to anticipate from prospects? How do they use their time? What is their attitude towards the buying process? How should you approach them? Customer persona profiles are created to identify the buying mode your ideal customer uses.
Your ideal customer persona profile is the key driver of your sales and marketing strategy.
Closed Loop Analytics
What does all the data mean? How can you take action on the reports? Where can you increase conversion rates? What leads are most qualified? Measuring from the initial interaction all the way to the customer lifetime value gives you a clearer understanding of your customer and their experience. Using customer persona profiles prevents you from drowning in all the data.
