Insights for Growing B2B Companies

Revenue Insights provides the actionable insights that let you make the right decisions with confidence, helping you understand target markets, the motivations of current and past customers and of prospects who chose your competitors.

Do your customers love you, hate you or maybe something in between? More importantly, why do they feel that way? If you don't know, it could be costing you in lost revenue. 

Knowing where you stand with customers helps keep them happy and increases customer lifetime value (the amount of revenue a customer can be worth over their lifetime with your company). 

I help you know where you stand with customers by conducting 1:1 interviews with your top customers, to see what you're doing well, where you could improve, and also what these customers see as gaps in the market that you could step in and provide. 

Are you losing more deals than you should? Do you know FOR SURE why you lose deals? It’s an important question, because the more you know, the quicker you can make adjustments and start closing more deals and growing revenue.

A deal can go bad for one or more reasons:

1. Poor selling skills

2. Poor brand fit (you're perceived as too large or too small for the buyer)

3. Poor product fit (features or product road map were a concern)

4. Pricing (While pricing is frequently blamed for lost deals, many prospects aren't moved by a low price if the other three elements aren’t in alignment.)

We interview companies who didn’t choose you and find out what you could have done different and better. This information, applied to future deals, can have a dramatic impact on your win/loss KPI and company success.

It’s one thing to have a great product or service, and it’s quite another to successfully sell it to the target market. 

It’s important to know what your prospects want in a product, and their buying process, so your sales and marketing are aligned with how customers buy. What information is important to see online? At what point in the process? What departments are involved, and at what points? 

This is critical because many companies will do their research entirely online, on vendor and industry websites, and will create “top-three” lists without ever speaking with a vendor. This means you need to give them what they want to see, because they may never contact you! 

Our Go-to-Market interviews with target-market buyers tell you what you need to know to successfully market your products:

1. Customer buying processes (Departments that take part and what they need to know)

2. Buyer concerns that can impact deals (How products and vendors are evaluated, and what can sink a deal.)

3. Competitor insights (what buyers think about your competitors)