Services

Below are some of the key services Brad provides:

Serves As Interim VP of Sales & Marketing – We provide concentrated assistance to under-performing companies that enables them to create and implement a truly integrated sales and marketing strategy. Remediation is often a blend of best practices, process improvement, systems and metrics, updated messaging, and fine-tuning the team. We apply an unconventional methodology to create teams that maintain win rates exceeding 60 per cent.  Combined with the creation of an effective growth strategy, we commonly find additional sources of revenue and profits based on validated client and prospect input. This approach creates transparency, compassion, and tangible results in the companies we serve.

Creates Effective Growth Strategies –An effective growth strategy requires targeting your core competencies to validated market segments predisposed to buy now. Understanding the motives and rationale of your targets is required to properly package, price and sell your offering.  We gather field data through assessment and create an Analytics Grid to provide the intelligence required to define projects conducive to your growth.  Penetrating new markets requires a shift in planning and understanding to create effective messaging for each intended audience.

Conducts Field Data Assessment – Understanding your perceived value means collecting and organizing key data from your clients (a variation of postmortem).  This comprehensive research allows you to identify specific problems you solve, impact to your customer, and a quantifiable ROI for solving their problems—or a lack thereof. This assessment is also designed to extract key motives and buying behaviors necessary to determining feasibility of your offerings, as well as demand urgency for them—broken down by product, market segment and role.

Generates Customer Grid Analyses – Aggregating and tabulating data from primary research allows us to analyze your customer’s buying behavior by role and by market segment. This data analysis is useful to further understanding buying patterns and behaviors of your best customers and is often the basis for sales and marketing strategies. This data also allows us to profile an ideal customer, which validates or invalidates investments in new markets. In sum, this analysis provides key insights and proves much more reliable than opinions and memory.

Establishes Message Differentiation – We standardize your messaging and marketing collateral to ensure that it clearly articulates the unique and compelling facets of your offering, to empower your sales team. Simple, specific collateral is required to equip sales executives to engage prospects in a meaningful dialogue to demonstrate that your solutions truly meets your customer’s needs. The reasons prospects find you are usually different from the reasons they buy and remain loyal. We help our clients understand these differences and communicate sustainable competitive advantage.