Today, in order for business-to-business sales people to sell their wares, they need to understand the business or personal issue customers are looking to solve. In the customer’s eyes, it is the most important aspect of their decision, there is no getting around that. After working for 3 research advisory companies it became clear how important that was. These past employers built billion dollar companies on it. It’s what allowed their seers to map the future and helped clients avoid the pitfalls of an initiatives failure.
Companies came knocking to get insights on buying intentions and on who was buying what to solve the same business problem. It was the perfect closed loop system that had big paybacks for all.
Looking back, It’s easy to determine where they were getting their fodder, simple tools; polls and surveys. In essence talking to people about their issues and asking how they saw the solution.
My ahaa moment, “So that’s how they got all that compelling research data,” that’s right, they asked for it!
The simplicity of data gathering via survey has never been easier. Ask your customers and prospects, is it a personal issue, (a raise or promotion) or a business issue (a ceo’s initiative) they are looking to solve. They want it off their plate. They want it solved. All you just need to do ask.
