In today’s business climate persuading prospects to take action is harder than ever. In fact, just getting their attention can be challenging.
Prospects and customers are much less inclined to participate in your sales process than they were 10 or 15 years ago. Successful companies understand that establishing a beachhead for effective engagement with buyers externally, and employees internally, requires accurate market intelligence, effective strategy, and compelling support materials. B2B Calgary consultants have been providing all three for over 30 years.
We help identify and develop your best options for engaging prospects in a business-to-business sales environment
B2B Calgary conducts internal and external interviews along with web-based research to determine key metrics, based on actual market feedback, from which the marketing and corporate strategies are developed. Findings can include:
The first task of sales support material is to cut through the barrage of information that bombards prospects each and every day, and clearly communicate the unique value your company represents. In today’s market, terms like “leader,” “innovative,” and “pride” do very little to advance the sale. You need to express your value in terms that motivate your prospects to take action.
Our goal in messaging and positioning is to create specific messages for specific targets in order to ensure the greatest possible impact, while developing a central theme under which all the messages can unite.
B2B Calgary examines available communication channels to determine which can most effectively convey the messages to the identified targets.
We also examine options for contacting targeted firms and individuals with specific offers. We develop sequence and timing strategies appropriate to the offers and the buying processes of the various segments and targets. In doing so we investigate questions such as:
Based on the agreed strategies, B2B Calgary develops messaging vehicles to communicate your value to all constituents, internally and externally.