Laser-Focused Targeting
Deeply understanding the market, your customers and individual stakeholders to determine where you should play, who you should be talking to, the value you need to sell and how to articulate that value.
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Sound familar?
“Right now, we’re casting a pretty wide net and our hit rate is dismal. Are we targeting the right customers?”
“We mostly engage with procurement but I suspect there are other stakeholders that make - or at least influence - the purchase decision. Who should we be engaging with and how do we access them?”
“I kid you not...there are 13 different people we have to get buy-in from to close this big sale. How on earth do we navigate that?”
Photo by Gunther Abbot
Programs we offer.
Ideal Customer Profile (ICP):
Identifying your highest-value prospects.
Buyer/Stakeholder Personas:
Understanding how decisions are made, who’s making them and what those decision-makers want (and need).
Value Prop Development:
Positioning and/or bundling your products and services to create solutions that deliver unique value your competitors can’t match.
“Suzanne brings a reasoned and balanced perspective to problem solving and is one of the best critical thinkers I have worked with throughout my career.”
— Zack Smith, CEO | PartnerMD