What we do

Voice of the Customer

Voice of the Customer

Q:     "Are my sales teams truly meeting the needs of the customer?"

Many companies spend a lot of time researching perceptions about the levels of service they offer, but very few actually think to ask their customers how they want to be sold to. In short, they know everything there is to know about what they're selling, but not how to sell it.
Yet customers are rather passionate about the subject - sometimes very passionate. After all, senior executives are the target of numerous selling and key account strategies. They have a vested interest, so it shouldn't be surprising that most are very willing to share their opinions and insights on sales practices for two key reasons.
First, they see suppliers as strategically important to their value chain. Secondly, they believe that very few sales people sell in the way they want to be sold to. In fact, less than 10% of sales people meet customer expectations of good selling practice.

A:      That's where we come in. We have interviewed high level executives to find out what they want and expect, and applied the results to help our clients calibrate the effectiveness of their sales, strengthen their customer relationships, and win more deals.