Sellers’ Compass Services
Our Sellers’ Compass methodology creates more consistent and faster-growing revenue pipelines by aligning an organization’s sales, marketing and support with their buyers’ expectations. In an independent case study by MarketingSherpa, the Sellers’ Compass™ framework led to a 130% increase in lead quality and a 40% lift in Sales-accepted leads.
New Business Strategies’ Sellers’ Compass is a set of services based on a unique, proprietary methodology that guides us to more effectively enable, engage and establish, enduring relationships with our customers.”
Susan Lucas-Conwell, Global CEO, Great Places To Work Institute Inc.
We start by discovering the buyer’s journey that is unique to your market, buying personas and brand. New Business Strategies maps the buyer’s experience, expectations and buying decisions from the moment buyers identify a problem, through purchasing, renewals and evangelism. Then, New Business Strategies conducts gap assessments and bridges the delta between the vendor and how its buyers make decisions that contribute to revenue.
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The Culture, and Strategy components align the respective attributes of the organization with the buyers’ journey that is unique to the vendor in order to improve revenue pipelines. This includes rationalizing internal sales, marketing and service methodologies, resource allocations and investments.
The Sellers’ Compass methodology has four components: Journey, Experience, Culture and Strategy. Once the Journey work has been conducted, each component can be implemented independently. Each methodology block has a clearly defined project plan, deliverables and value points. Sellers Compass users are equipped to create content prospects want, endorse sales strategies that close deals and provide support that leads to renewals and evangelism.
The Journey service is the starting point of the Sellers’ Compass.
In the Journey component we develop a deep, intimate, and detailed understanding of the buyers’ activities, sought outcomes, and expected experience over the lifecycle of the vendor relationship. We achieve this by utilizing ethnographic research methods, such as qualitative one-on-one interviews, round-tables, and co-creation sessions. New Business Strategies creates maps that document the buyer’s interactions and expectations for each step of the buyers’ journey. These maps identify where the vendor’s practices, content, and interactions conflict with buyer expectations.
The Experience Service builds upon the Journey deliverables to implement across company touch-points the valued experience that buyers want.
The Experience component of the methodology maps how the organization can change to meet buyer expectations by redefining business processes and assessing the use of technology, such as CRM, ticket support, and marketing automation. Metrics and Dashboards defines the appropriate tracking, reporting and analysis needed to measure customer experience, revenue impact and customer sentiment
The remaining Sellers’ Compass Services – Culture, and Strategy - align the respective attributes of the organization with the buyers’ journey that is unique to the vendor in order to improve revenue pipelines. This includes rationalizing internal sales, marketing and service methodologies, resource allocations and investments.