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Think About How Effective Your Sales and Marketing Efforts Could Be If You ... 

     1) Knew the Profile of your Best Customers.
            - We identify what your best customers have in common,
                 how they differ from your "average" customers, and more.

     2) Knew the Best Niche Markets to pursue.
            - We uncover important niche markets hidden in your data,
                 and determine which ones have the best sales potential.

     3) Knew who ALL of your Best Prospects were.
            - We identify all the companies in your best niche markets
                 that match the profile of your best customers.
            - This comprehensive list is your true "Market Potential".

     4) Had a complete and unbiased Evaluation of
          your Sales and Marketing Efforts.
            - We confirm the sales potential in markets you are pursuing.
            - We rate your branding and industry exposure efforts.
            - We identify positive or negative sales trends, and more.

This is extremely powerful information that will translate directly into more Leads and higher revenues, once it is put to use.  For example, wouldn't you like to know that the "exact" profile of your highest revenue generating customers was:  

  • Privately held

  • In two major SIC codes

  • Have approx. 250 employees

  • Are 5-10 years old

  • Etc., Etc., Etc.

Of course, determining your "Ideal Customer Profile" (ICP) is just the beginning of our work, but it is a key step in the development of any successful marketing plan.  Once it is determined, finding prospect companies that match it, is just one simple step away.  With a tremendous amount of certainty, you will know that the resulting Prospect List contains your very best potential customers in your sales territory.

Even if you already have a good idea of your "primary" target market’s profile, our service can uncover "secondary" market profiles that have never been clearly evident to you.

Having this type of valuable information will instantly make your sales force more productive and your company more profitable.  The first step to achieving this type of sales efficiency, and defining a real marketing strategy, is to analyze the data hidden in your customer database.  But, before it can be analyzed, it must be turned into a true "Marketing Database" by adding accurate company profile information.  That's where we come in!

Even if your customer database is just an accounting department database, the B2B Marketing Guide process, will convert it into a powerful marketing department tool.  Using sophisticated software and access to Dun & Bradstreet's entire database of 11 million US businesses, we will match your company records to D&B's records and append your database with all the company profile information that D&B has.  Now we have an updated database of your customers that can be analyzed (or datamined).

Here is what you get back with our
most popular "MarketLeader" package:

1) Your database, amended now to include:

  • SIC codes  (4, 6, and 8 digit) and SIC code names

  • Annual sales information

  • Number of employees

  • Year founded

  • Corporate structure

  • Etc.

2) A comprehensive report outlining:

  • The corporate profiles of your highest revenue generating / best customers.
           One or more market profiles may result.
           All dominant markets will be profiled.

  • The profile of your typical customer and its comparison to your best customer profile.
           If these are very different profiles,     it may signal that
           some changes are required in your sales and marketing
           process or message.

  • Your Dominant Niche Markets.
           Including small niche markets that may not have been
           evident, but have the potential to be good growth markets.

  • The determination of your Ideal Customer Profile(s).
           There may be only one ICP, or there may be many,
           depending on the number of Dominant Market Niches
           identified.

  • The total number of companies that match your Ideal Customer Profile(s).
           i.e. your total Market Potential in each market.

  • Your current market share in each identified market.
           i.e. your Market Penetration in each market.

  • Your sales trends over the last several years.
           Including any negative trends, their effects, and their
           possible underlying problems.

  • General recommendations on how you should proceed with your sales and marketing process.
           Including cost estimates to license ideal prospect lists,
           references to additional sources of information, etc. 

To see a sample "MarketLeader" report, click here.

"MarketCompetitor " and "MarketEntry " packages may contain "some" elements of the "MarketLeader" package, but those elements are determined based on your unique needs and situations.  To learn more about these two packages, Click Here .

 

 

 







Scroll down to see
exactly what you
get back with our
"MarketLeader"
package!