Help sales teams and analysts win business
Because of our insider perspective on research generation, we understand the unique requirements for selling research and advisory services. Whatever anyone says, this industry is different – and we can identify where small changes to processes, incentives or behaviors can have a big impact on your results.
Our business development workshops for sales teams, senior managers and analysts bring focus and clarity, backed up by first-hand experience. We can help you to develop more robust sales processes, new product packages and combinations, and persuasive new messaging for your sales and marketing campaigns.
Even more importantly, we can show you how to use the expertise and charisma of your analysts right alongside your sales staff, to maximize the chance of a successful close.
Revolutionize your approach
Team selling workshops are a new phenomenon. But the difference they can make – in just a matter of days or weeks – guarantees that they are here to stay.
Sales people and analysts need to know how their roles fit together, how the analyst can bait the hook without giving too much away, what prospects are expecting, and what behaviors support the selling process — without compromising the analyst’s authenticity. It’s not easy to get the balance right, but when you do, the coordinated approach is immensely powerful.
Analysts who can show that they understand the challenges their clients have and who can add value as trusted advisers, bring a persuasive extra element to any sales discussion. A well coached analyst/sales combination can create opportunities, drive up win rates and order values, and shorten the sales cycle, repaying your training investment time and again.