Service Overview

Sales Process Engineering provides qualitative research by interview of a core sample of your active and potential customers to identify how they make buying decisions.  The research programme and questionnaire is designed in association with your sales and marketing teams, so the results meet all your needs for practical information on customer behaviour that can be used immediately.

The key deliverable: a verified model of how your customers buy and the core issues that influence that decision – including the critical ‘tipping point’, the stage when they are ready to consider buying your solution.

Key benefits

• Win real competitive advantage by understanding how purchasing decisions are made for your product/ service category
• Integrate your sales and marketing activity based on a verified model of the “buyer’s journey”
• Identify exactly what you need to do to influence the buyer
• Minimise budgetary waste: measure the effect of every sales and marketing activity