Questions and Answers

How can I increase revenue/sales?

Sales departments generally feel that, in order to increase sales, you simply increase the amount of opportunities in play. However, if you fine-tune current sales practices and improve sales training, you can improve close rates on current deals, thus improving top-line revenue. Use the sales-related intelligence that helps your sales efforts succeed more often.

Suggested Solutions

• Win Loss Analysis
• Sales Confidence Index

What new products can we develop to meet the needs of our customers?

In order to know what prospects and clients are looking for, you must get the information directly from them. By strategically interviewing those who are most likely to buy, you know exactly what drives their purchase decisions and keeps your products closely in line with their needs.

Suggested Solutions

• Win Loss Analysis
• Account Retention
• Market Needs Analysis

What new markets can we target?

Entering new markets or new territory is always a gamble. Many times, you are unclear how your products will be perceived or if they are even wanted. Obtain targeted intelligence directly from the potential buyers you feel would benefit from your services. Discover what they are most interested in so that you can target their needs more effectively.

Suggested Solutions

• Market Needs Analysis

Are there problems within the sales team?

You could have the best products in the world, but if the sales team doesn’t believe in them or the company, your sales efforts will most likely fail. The first sale is in the minds of the sales force. Understand their confidence in selling your products and target problem areas before they affect results.

Suggested Solutions

• Sales Confidence Index

Can we communicate value effectively?

In order to communicate more effectively, you need to measure current communication results. Intelligence gathered from the actual buyer opens up a window of perception into what causes prospects to select their desired solution. Primary Intelligence is expert at gathering information from primary sources, effectively evaluating it, and pinpointing the key areas that will lead to more success.

Suggested Solutions

• Win Loss Analysis
• Account Retention

How can I better understand the specific strategic drivers that our customers and prospects are dealing with?

You cannot understand what reasons people choose what they do without in-depth questioning. Direct answers from those in the power of making decisions regarding purchases give you clear, defining reasons for the actions they make. This helps you focus your selling efforts on the areas that truly matter to your contacts.

Suggested Solutions

• Win Loss Analysis
• Account Retention

How can I build better relationships that will build trust and open the doors to other divisions of our clients?

Building relationships revolves around proper listening and response. Many times, business relationships sour because the client doesn’t feel his needs are being met. By knowing what clients are looking for before they buy, and monitoring their level of satisfaction afterwards, clients will gladly assist in deeper penetration into the company. Satisfy their needs, respond to their concerns, breed loyalty with them after the sale, and they will open those doors for you.

Suggested Solutions

• Win Loss Analysis
• Client Experience
• Account Retention

How can I better differentiate our company from our competitors to my prospects and customers?

If you understand how prospects and clients perceive your company and your competitors, you can accurately speak to those perceptions. By utilizing Primary Intelligence solutions, you can leverage competitor weaknesses and accentuate your company’s positives, giving you a stronger foothold in their mind.

Suggested Solutions

• Win Loss Analysis
• Competitive Analysis

How is our brand perceived by our target market?

Looking in the mirror is hard sometimes, but rather than bask in the glow of your ideas on what your company is like, look to your prospects and clients to give you a true picture on how your company and products are received. By getting candid feedback through an independent third-party, you have the bare truth. This gives you a greater ability to improve weak points and position advantages for your benefit.

Suggested Solutions

• Win Loss Analysis
• Account Retention

Who is our targeted market and how do they compare to our actual customers?

Companies tend to assume that those who are currently buying their products are their ideal customer. However, it may be that your products are better adapted to another market altogether. Evaluating the needs of your current customer base and comparing it to your products’ intended goals maps the similarities and the differences between the two. By doing so, you are able to reposition products to better fit customers’ needs or realize a different target market that would benefit more from what you have.

Suggested Solutions

• Win Loss Analysis
• Account Retention

How can I get our message out to the right group more effectively?

Marketing can be a crap shoot at times. You scatter messages out hoping that someone will be affected. By actively evaluating your company and products through the eyes that are buying them, you understand the people and job roles that you should be targeting.

Suggested Solutions

• Win Loss Analysis
• Account Retention

How can I drive more qualified lead traffic to sales?

Sometimes a direct approach is better than secondary advertising. Primary Intelligence not only gathers information about a person’s perceptions and needs, but can probe for potential sales opportunities while talking with these contacts.

Suggested Solutions

• Target Prospecting

How do our products meet their needs? Where do they fall short?

Customers want what works for them. Sometimes they have to accept the shortcomings of a product or service because it was made for a broader purpose. However, they are very willing to explain what they need from your products. Proper questioning of the right individuals gives you a clear vision of what works and what fails in your clients’ eyes.

Suggested Solutions

• Client Experience
• Win Loss Analysis
• Account Retention

What additional products could we offer to better meet their needs?

Along with critiquing current products, clients are also just as willing to share ideas on what would make their lives easier. Proper probing of a contact’s business needs helps spawn new ideas and directions that keep your company on the forefront of innovation.

Suggested Solutions

• Client Experience
• Market Needs

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