Custom Prospect Analysis
Introduction
Today’s Selling environment creates a unique problem for sellers. The speed at which a seller must communicate their value to a very educated client can drastically reduce your win rate. Therefore a review of your organization’s sales process to determine which clients are the best targets for increasing your revenue and maximize wins is required. Many companies look to expand their client penetration by hiring sales representatives who have a past relationship with clients in your industry only to find that this outdated approach has low effectiveness scores. Successful sellers utilize modern-day techniques that capitalize on specific research and analytical tools to position value. Providing the foundation to improve speed, effectiveness and, efficiencies, dramatically improving win rates and overall results to your business.
A key objective of improved win rates is cultivating relationships with the best clients for your specific organization. Becoming a partner of a successful company will catapult your organization to become significant. There are key considerations when developing your approach in maximizing win rates.
Substantial input to the success is choosing the correct profile or persona of your ideal client and the capacity of your organization to address the clients needs. This process is typically glossed over by many companies which can set you up for failure in your sales campaign. Knowing the ranking of your client in the industry sector along with their strategy, areas of vulnerability, financial health, and know which of your competitors are active in the account before your first interaction is a significant advantage in positioning your organization.
Once you have prioritized the ideal client and engage your sales process criteria of financial investment, risk, management effectiveness, and sales representatives capability, you are ready to put your sales campaign into action and move your organization forward.
The FHS Associates Custom Prospect Analysis was built to give your organization a rapid understanding of target clients environment before first interaction creating a thought leadership sales campaign.
Service Offering
Although every business industry is different, there is a class A logo that when added to your client portfolio, add much more than incremental revenue. This comparative and prioritization of client data is also beneficial input to elevate your company solution to the prospect’s CEO Agenda.
FHS Associates conducts structured interviews with business and sales leaders and then integrates it with robust business intelligence systems that provide insight on who you should be pursuing and what types of offerings would have the most significant impact for a specific client.
Together we provide the following activities:
- For specific industries we create a prospect list with detailed metrics that you can sort and review in Electronic Format
- Based on facts, we determine your best target clients for your sales organization
- Based on your offerings, we provide you with a list of criteria you should position in target client
- Provide advice as to the vulnerability of your current offering set to the client
- Provide information on clients competitive peer group which can assist in your sales campaigns
Deliverables
The output from our findings of structured interviews and data set analytics includes presentation and database filled with current financial, risk, and management effectiveness criteria.
Output includes:
- Prioritized List by Industry
- Sale Pursuit Recommendations
- Data sets in Excel Table Formats that can be used to import into leading Business Intelligence Systems
Benefits
- A documented approach to ensure your sales organization is targeting high potential clients
- Access to a proven methodology to enable sales growth greater than 20%
- A Prospect Account List that can reduce sales expenses up to 35%
- An implementable approach to improve win-rates more than 40%
- Artifacts that add value for over two years