Prospect close ratios should be greater than 50% and sales cycles should be less than 3 months. No Excuses.
At FirstRev, we've seen the difference deep customer knowledge makes.
The same day you engage us FirstRev begins exploring the market, whether your product is shipping, in development, or pure vapor. We make high level contacts to our existing relationships as well as to new prospects within your target markets where we introduce and discuss the product.
During the process we dig deeply into dozens of customer motivations including:
Why they are or are not interested?
What are their priorities?
What are their pressures and pains?
How will they use the product?
What is the right pricing model?
What is the best way to sell it to them?
If our client's corporate structure allows, we walk the full sales path. Taking prospects from cold call to PO. We don't just ask questions, we want our client's potential customers to put skin in the game.
FirstRev iterates these steps using different customer types, different contact paths, different messages, and different tactics until we understand:
Which customers to pursue and why
What functionality the product needs to deliver
How to market and sell it to them
When we have completed an engagement and transferred the information to our client, we expect to have delivered the marketing messages and a simple, repeatable sales process that will enable our client’s sales personnel to:
Select a potential customer
Contact a C or VP level executive
Set a meeting more than 60% of the time
Quickly move a majority of meetings to close
FirstRev tools including our extensive contact database, Sales Funnel process, and the High Value Markets process shown below, provide some of the structure that allows us to deliver the results we do.
High Value Markets Determination Process
Within each market, FirstRev identifies the Problem Solved by the product. -What are the primary applications? -What are the secondary applications? FirstRev then determines the Level of Pain created by these problems. -Which problems are associated with the highest levels of pain? -How great is the pain? -What message addresses the highest levels of pain? FirstRev then determines the Product Fit as a solution to the problem. -How completely is the problem solved? -What partners help make the product a solution? Next, FirstRev determines the Differentiated Value Proposition for the product. -How should the product be differentiated from the competition? -What differentiation will attach the highest value to the product? -What will make the differentiation more concrete? FirstRev then looks at the Market Size. -Market Size and level of pain allow us to determine revenue potential. -Revenue potential, Product Fit, and Differentiation allow us to project our client’s sales. Lastly, FIrstRev looks at the Ability to Purchase. -Is there a history of technology purchase? Are the financial resources available?
