Return to Step One

Step 1: Pick a Problem - Step 2: Pick a Reason - Step 3: Explore Solutions

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Our Recommendations

Solution Messaging

Work with experienced solution messaging consultants to create ideal client profiles for the key industries you target and to develop messaging describing how your solutions address the most relevant business issues of key job titles within the core industries you target

Solution Marketing Transformation Workshop

Work with experienced sales messaging experts who can help lead marketing executives through a focused workshop intended to cover the importance of establishing a solution-marketing culture and the commitment and reinforcement required to do so. The engagement would provide a forum for marketing executives to gain firsthand knowledge of how the role of their marketing professionals will change and/or expand. It also provides a forum for alignment and commitment.

Solution Prospecting

Identify key players in an account and anticipate their potential pains and sponsorhip. Use this information as the basis for developing specific messaging aimed at stimulating interest in exploring further

Targeted Territory Selling

Have territory-focused sellers leverage ideal client profiles and characteristics as the basis for determining which accounts in their territory should be considered "top tier" and prospected to first. Additionally, work with experienced facilitators to achieve the same objectives through a review and coaching session

Major Account Selling and Account Reviews

Have major account-focused sellers leverage ideal client profile information (pains, titles, solutions) in order to analyze where potential may exist in areas of an account (e.g. other business units or other key players). Additionally, work with experienced facilitators to achieve the same objectives through a review and coaching session

Additional Questions to Consider

• What % of your sales force is territory vs. major account focused?
• Describe how those groups currently segment and/or target organizations in a territory... or business units in accounts
• How do they determine which accounts or prospects to pursue? Does organization have a set of characteristics identified for an "ideal client"? (What are those characteristics?)
• What % of prospecting results in a lead?
• Does your marketing messaging and collateral focus on the issues individual prospects face or does it tend to be "product-focused"?

Next Step

Contact Us via the Web to discuss these recommendations

Call 1-704-227-6500