Competitive Intelligence before the Competition Arrives

Have you ever seen a grateful sales rep or account manager? Of course, they all smile if you buy something. They can't help it. It's just their nature.

But, what about sales teams from your own company? What can you give them that would put a smile on their face and a bounce in their step? Well, they'll appreciate anything you can do to help them sell more effectively. Give them a sale and you'll have a best friend for life. They might even take you to lunch, but don't count on it.

Unfortunately, you may not be on the front lines. You might not have a rolodex of potential clients. You may be busy with a ton of other stuff. And, if you really wanted to sell, you would have joined the sales or account management teams long ago.

(What to do, what to do, what to do…)

You might consider a Target Prospecting profile from Primary Intelligence. This new intelligence service, introduced this month, has the potential to increase your sales team’s effectiveness exponentially by providing a road map to a sale.

With Primary Intelligence’s Target Prospecting, our clients now have the information they need to understand the opportunity as they enter it, and can address prospects’ unique needs. Specifically, from the prospect interview profiles, our clients learn:

What features/functions are most important in the minds of their prospects

When their prospects will be looking to buy

The nuances of their prospects’ decision making processes

Which competitors their prospects have used, and which ones they are considering

The factors that might lead their prospects to change vendors

The products and services their prospects are looking to implement

Think of the benefits of being able to talk to the client about their needs in their language and understanding most of the necessary maneuvers before the first prospecting contact is made.

This isn’t lead generation. This is Prospect Needs Identification and the ROI has proven to be huge for our clients.

With this information, provided to your company only, your sales reps and account managers will know the lay of the land before the competition decides to engage. How surprised will the competition be when they arrive at the prospect’s doorstep, only to find that your company has set up camp in the living room? While they’re still trying to figure out who to talk to, you’ll be speaking the prospect’s language.

In the words of my 13 year old daughter, “It’s like, so totally rad.”

For more information, or a sample report, check out our website or give me a call. I’ll be happy to answer any questions. (cdalley@primary-intel.com, 801-838-9600 x5050)