Self-educated buyers are in control

Self-educated buyers are in control

Know what buyers want. Before they discover it
on their own.

 

Know what buyers want. Before they discover it on their own.

“We are winning new deals with INSIGHThought’s Buyer Insights” – SVP Sales, SaaS CRM

“We are winning new deals with INSIGHThought’s Buyer Insights” – SVP Sales, SaaS CRM

Before buyers ever pick up the phone and call a rep, they’ve formed strong opinions, evaluated and eliminated vendors and made dozens of decisions about their purchase.

Before buyers ever pick up the phone and call a rep, they’ve formed strong opinions, evaluated and eliminated vendors and made dozens of decisions about their purchase.

Anticipate what self-directed buyers will do based on what recent buyers have done.

Anticipate what self-directed buyers will do based on what recent buyers have done.

Who better to tell you what prospective buyers are looking for, the outcomes they want to achieve and the criteria that is likely to influence their final purchase decision than someone who recently spent the time and money to solve the same problems you address.

Personalize Your Website

Use the verbatim quotes from insight interviews to understand what motivated recent buyer’s choices and create genuine, authentic messages that they can relate to, that gets their attention and triggers their search for a solution like yours.

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Engage Your Marketing Content

Use the insight interviews to anticipate the questions prospective buyers are going to ask and create content with the answers they’ll want to hear. Address obstacles that prevented recent buyers from considering your solution before buyers believe your competition has a better solution.

 

Prepare Your Salespeople

Use the insight interviews to discover which influencers are involved at each phase of the decision and uncover the issues and challenges that are never revealed during an active sales situation. Emphasize the specific features and capabilities that you know will influence a buyer’s final decision.

Personalize Your Website

Use the verbatim quotes from insight interviews to understand what motivated recent buyer’s choices and create genuine, authentic messages that they can relate to, that gets their attention and triggers their search for a solution like yours.

.

Engage Your Marketing Content

Use the insight interviews to anticipate the questions prospective buyers are going to ask and create content with the answers they’ll want to hear. Address obstacles that prevented recent buyers from considering your solution before buyers believe your competition has a better solution.

 

Prepare Your Salespeople

Use the insight interviews to discover which influencers are involved at each phase of the decision and uncover the issues and challenges that are never revealed during an active sales situation. Emphasize the specific features and capabilities that you know will influence a buyer’s final decision.

“Our website, marketing materials and sales people understand the prospective buyer so well that they often know what buyers want before they do”.

CEO, Computer Tablet Manufacturer

“Our website, marketing materials and sales people understand the prospective buyer so well that they often know what buyers want before they do”.

CEO, Computer Tablet Manufacturer

GoPro grossed $1.6B a decade after launch.

Success did not come from talking about surfer demographics, income or job preference. It came from interviewing adventure seekers to understand their challenges and uncover real insight about what triggered their search for a solution and influenced their purchase decision.

Insights are the key to winning in the self-service economy.

Insights are the key to winning in the self-service economy.

Insights revealed that surfers were concerned with the specific challenges of “shooting photos while surfing” while competitors were focused on the benefits of protecting the camera in the water.

 

You can do this.
Let us help!

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The best Insights come from deals that you’ve lost

You will need to convince recent buyers that chose a competitor to share the evaluation and selection criteria that got you disqualified from consideration.

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Lost deals don’t want to speak with you

These buyers have moved-on and don’t want to talk to you for fear that you will try an re-engage with them. You’ll need to sell them on why they should speak with you.

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You need to be an effective communicator

You’ll need to master an unscripted conversation that’s free from bias and encourages people, that don’t want to talk to you, to share their true stories and buying experiences openly and freely.

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You need to be an effective communicator

You’ll need to master an unscripted conversation that’s free from bias and encourages people, that don’t want to talk to you, to share their true stories and buying experiences openly and freely.

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You need to understand the buying process

You will need a background in sales and sales management to follow the purchase process and know exactly where and when to probe for deeper insights.

You will need to mine the interviews for buying insights.

You will need to mine over 100 pages of transcribed interviews and choose the most insightful quotations, those where the buyer disclosed the details and emotions that had the greatest impact on the choice of solutions.

How do you know our Insights will be any better than what you already know?

“Before we take a dime of our client’s money, we conduct an interview with one of their lost deals, at our expense. As we share the results from that interview, prospective clients can understand exactly what they’re paying for and we can determine how difficult the job is going to be”.

Gordon Hogg, President/CEO INSIGHThought

We uncover actionable buyer insights that you and your staff have never heard before or you pay us nothing!

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