We provide the methods and tools to deeply understand a specific market’s end-to-end buying journey. We decode what we call the Buying Journey DNA, including the steps, key activities, players, decision making approaches, value drivers and all the factors that can cause friction to slow or … [read more]
Market-Partners offers a new research-based, market-proven approach to revenue generation totally focused upon the Customer Buying Journey.
We work with companies to accelerate their revenue growth by Mapping their Customer Buying Journey, offering Transformative Consulting Services and through a portfolio of Sales Training offerings.
Market-Partners research and methods are now available in the book “How Customers Buy... & Why They Don't." The book has received wide acclaim for its fresh approach to sales and marketing, and has been reviewed widely across the media including in Inc. Magazine.
It’s all about how customers buy and why they don’t.
We deliver swift, significant and sustainable revenue acceleration for our clients by aligning sales and marketing to their target market’s end-to-end buying journey. It’s what we call the Outside-In approach, where everything is focused externally on the singular task of positively impacting, supporting and managing the buying journey.
Our approach is research-based, unique and market-proven with over 150 clients, directly impacting 86,000 sales professionals across 44 countries.
It starts with understanding how your customers buy and why they don’t. Most organizations understand exactly why someone should buy their offering; but fail to truly appreciate how they buy and why they don’t. Success is knowing exactly what customers do. Not what you may imagine they do, or what you would like them to do; but what really happens. When, and how, they make decisions, the motivations they have, the different roles involved, the way they reach out to others, how they get information, and what slows down, or stops, their progress.
Based upon that deep understanding of how the specific market buys, an effective Market Engagement Strategy can be put into place. A strategy that clearly defines how you will trigger or engage in the customer buying journey and, then, how you would wish to support, change and manage the process.
Once the strategy is in place, the organization can be aligned to the singular mission of managing the buying journey. Forget about sales process = that was from another century when buyers bought differently - the only process that moves things forwards, and ends up with the buyer buying something, is the buying process.
The result: an optimized revenue generation approach that ensures all sales and marketing investments and activities are focused on engaging in and positively impacting the buying journey.
What problems we solve:
- • Lack of expected traction in a market
- • Lengthy cycle time from engagement to revenue
- • Too many deals getting stuck or lost due to "no decision"
- • Low adoption rates
- • Poor forecast accuracy
- • Low sales productivity
- • Poor return on marketing investments
- • Lack of organizational alignment
- • Insufficient pipeline and lack of pipeline integrity
- • Low MQL to SQL conversion rates
How we help:
We bring the expertise and approaches to swiftly and successfully accelerate revenue based upon the reality of how your market really buys. We partner with our clients to bring as much, or as little, as is required for their success.
We bring new insight, leveraging existing knowledge and approaches, to dramatically impact sales results.
Our offerings range from market research that maps a market’s end-to-end customer buying journey, through highly impactful sales training programs, to organizational transformation engagements. All based on the undeniable need to focus approaches on positively managing and supporting the end-to-end customer life cycle.
We start by decoding the specific market’s Customer Buying Journey and then crafting a highly effective Market Engagement Strategy. We develop the Outside-In Customer Buying Journey Navigator that provides a scalable, repeatable approach to sales,all based upon how the customer … [read more]
We offer a series of standalone and discrete training workshops to introduce the concepts of Outside-In Selling to an organization. These can be offered as off-the-shelf programs or customized to fit specific requirements. Our training programs are all offered utilizing blended … [read more]