Clients are not
looking for generic products and services. They are looking for
solutions to their business problems. And the nature of these problems
varies with the industry in which they compete.
When it comes to purchasing telecom services, for
example, the key selection criteria used by a hospital
administrator are different from those considered by the CIO of a
brokerage firm.The same applies to virtually every other product or
service that is inherently "horizontal" in its applicability.
Some of your most talented sales professionals may acquire this
industry knowledge on their own, but most will not. So, it's
you to arm your sales force with the domain expertise it needs to be
That's where we come in.
KB Communications will perform comprehensive primary and
secondary market research and package the results in a form that sales
people can easily understand and immediately utilize. A complete
vertical industry resource that guides them from first call
through closing. Actionable market intelligence that
seamlessly integrates into your sales processes.
Some of the information we typically provide:
segment overviews, including a succinct definition of the business
model, organizational structure, primary operating units.
the typical sales process. Who the players are, the roles they play,
how the budgeting, contracting and proposal processes typically work,
profiles of each influencer and decision-maker, including how they are
typically measured, their "pain points," existing and projected needs,
and other insights that facilitate a sale.
feature/benefit statements that illustrate how your products and
services address vertical business needs.
demonstrating how your products and services have solved
business problems for other industry players.
that may be encountered during the sales. process and how these should
be anticipated and addressed.
trends and other market research data.