Sick of prospects ghosting you?
The B2B buying process is difficult. In fact, 77% of B2B buyers state their last purchase was very difficult or complex. Deals no longer hinge on a salesperson's ability to get a single buyer to sign on the dotted line. Instead, committees are formed, research takes place and alternative solutions are assessed before your prospects even ask for a proposal.
As a result of this complex process, you suffer with:
Did you know...
This isn't fluffy agency crap
The process of buyer enablement will take you on a journey to change your mindset, develop a deeper understanding of who your buyers are, how they buy and what information they need to make an informed decision.
Armed with this information, you'll be able to create content and a process to empower your buyers, leading to:
Book a free mindset shift workshop
How does it work?
This highly consultative process will be like nothing you have experienced before. It's not fluffy agency crap. It's a chance to transform your ability to hit sales targets and build a predictable pipeline by truly understanding your prospects. We've designed this process so it can fit around you. You may not need to go through every step.
1FREE mindset shift workshopThis free workshop will give you the mindset change you desperately need. You'll learn why you struggle to close new business, what the new buying journey looks like and how you can enable your buyers to make decisions. These are virtual workshops with a number of dates to choose from.
2ICP workshopA huge part of successful buyer enablement is having a true understanding of your ideal customer profile (ICP). This is where most businesses fail. You may have an idea of what your ICP looks like but this is often skewed and is not an accurate representation. This workshop will provide you with complete clarity on where the biggest revenue opportunities lie and is completely led by data. Learn more here.
3Customer interviewsOnce we have an idea of who you work best with and who is typically part of the buying process, we'll start interviewing a selection of your customers. This will reveal why they buy from you, what challenges they need to solve and what information they need to make a purchase decision.
4Buyer enablement workshopIn this workshop, your team will learn about the seven jobs your buyers are trying to get done and discuss the content they need to self-educate, debunk alternatives and put common objections to rest.
5Content infrastructureOnce we've presented back the results of the customer interviews, we'll help you create a content infrastructure that will enable prospects to buy from you more easily. This content will allow you to counter typical objections and abolish common reasons your buyers decide not to buy.
6Tech stack reviewNot having a solid tech stack in place means the opportunity for failure increases significantly. Our experienced team will work with you to understand which platforms you have access to, which data sits in those platforms and who has access to them. This will require input from your sales, marketing, ops and IT teams.
7Team alignment workshopAt this stage, we look at the potential chasms between your sales, marketing and customer service teams. We'll cover the lifecycle of your prospects from lead to customer and beyond, highlighting where hand-offs can be improved and what tools, SLAs and processes need to be put in place.
8Proven process definitionTo achieve ultimate buyer enablement, you need to be able to paint a picture of what your process looks like for customers and prospects. This will give them the insight they need to understand what working with you is really like and where they are on that journey. We'll help you identify what that process looks like and how you can communicate this internally and externally.
9Go-to-market strategyAt this stage in the process, we will have worked with you on understanding your customers, aligning your teams and outlining your ICP and processes. We'll be perfectly placed to provide you with a full go-to-market strategy including how, where and when you should communicate with your prospects.