We consult and conduct workshops to help marketing and sales organizations produce messages, strategies, and tools that drive sales.

In many cases we conduct primary research to validate or correct key assumptions.

Sales and Marketing Strategy

When we pull sales and marketing executives into a planning session, we frequently uncover conflicting assumptions about prospects as well as critical insights previously overlooked. We help validate or correct assumptions through research and then help translate key insights into more effective sales and marketing plans.

Sales Enablement - Materials and Training

We develop materials and training to boost sales force productivity. Typically, we first conduct research to validate or improve messaging and positioning. Deliverables include revised:

• Segment-specific messaging
• Sales playbooks
• Sales presentations

Primary Research

Our research work has resulted in major shifts in strategy, positioning, and marketing and sales deliverables for our clients. We design and execute research using the appropriate vehicle for the challenge at hand:

• Focus groups
• In-depth interviews
• Surveys
• Independent win / loss analysis
• Competitive research