There are two ways to generate growth – sell more to existing customers and win new customers.
Winning new customers is harder but it’s necessary to generate sustainable growth. It requires a well thought out strategy that needs to be applied consistently, an understanding of what drives new customers to buy and the ability to articulate your value proposition in terms they can relate to.
It also requires the capability to identify and develop quality leads with trusted relationships already in place before they become sales opportunities.
Many sales people waste a huge amount of time following up leads that are never going to be converted into sales, either because the lead is poorly qualified or because there’s no relationship in place when the sales people engage. We help our Clients by delivering high quality leads with trusted relationships in place; ones where the sales people know the prospect’s situation, needs, beliefs, timeframes and opinions before they meet.
This significantly enhances their chance of winning new customers and eliminates the time wasted by chasing poorly targeted or qualified leads.