Land More Reference Customers
Turn your early pilots and proofs of concept with customers into references.
Turn your early pilots and proofs of concept with customers into references.
Typical Service Focus:
- Taking an introspective look at your pilots and POCs to diagnose blockers to references and new sales.
- Conduct customer and sales discovery to diagnose blockers to new pilots and/or sales repeatability.
- Meet with the Product, Sales, Marketing, Product Marketing, and Customer Success teams to identify opportunities to accelerate growth.
For example,- Shadow the Sales Team during prospect calls with post-call debriefs to understand opportunities to accelerate sales
- Meet with the product team to understand opportunities to have product and go-to-market aligned
- Meet with Customer Success to understand onboarding, adoption and retention issues
- Meet with Sales Ops to understand inefficiencies
Improve your Ability to Grow and Close Pipeline
Focus on the right leads with strong messages and pricing that match the prospect’s needs and accelerate sales.
Focus on the right leads with strong messages and pricing that match the prospect’s needs and accelerate sales.
Typical Service Focus:
- Define your Ideal Customer Profile (ICP) and customer segments, customer “jobs to be done”
- Map the buyer’s journey.
- Define a targeted Messaging and Value Proposition for your ICP,
- Define your Sales Process
- Define your Sales Motion and Playbook
- Develop opportunities for upsells and renewals
Optimize your Messaging and Positioning
Refine your messaging to nail the value prop for your target customer and improve sales traction.
Refine your messaging to nail the value prop for your target customer and improve sales traction.
Typical Service Focus:
- Review and define the Ideal Customer Profile (ICP) and customer segments.
- Define and prioritize the customer “jobs to be done” in terms of functional, social, and emotional dimensions.
- Design your top-level Value Proposition and develop a simple messaging platform with training to keep the whole team “on message”.