In our Discovery programme we listen to what you have to say about your company and share practical insights into sales-marketing solutions, be they for growth, turnaround, expansion, product launch, portfolio development or displacement sales. We work with you to diagnose, design, evaluate and implement ‘sales-marketing’ solutions. FortuneWest will first take time to learn about your objectives and any hurdles to be overcome. FortuneWest conducts a Strengths, Weaknesses, Opportunities, Threats (SWOT) analysis of your business' strengths and capability, marketing channels, new business funnel and suggests practical ways to improve sales.
Areas of Exploration include:
The Sales Evidence layer
We set out to understand and communicate tangible sales justification, which may cover topics such as technical superiority, overall business case, ease of adoption, total cost of ownership, portability, upgrade path, and brand differentiation, among others.
Complementary Sales layers
We set out to understand and communicate what might be called the intangible aspects of a sale. While hard to describe they are powerful sales influencers that address the buyer’s perceptions and need for trust and value. Our focus is on making it easier for customers to make their decision to buy.
Buyers' viewpoints may include perceptions of reliability and service levels, presentation of roles and responsibility in the relationship (who takes the bullet!), overcoming tainted past experiences, overcoming allegiances to a competitor, brand impact, and more.
The Presentation process (sales/marketing support)
Check that logical, easy to understand and appropriate presentation material is being introduced at defined stages of the sales engagement, from first awareness to purchase.
Attraction, nurture and conversion of opportunity
Examine the current sales process (pipeline) from unaware to converted customer to ensure an opportunity is understood and doesn’t get abandoned prematurely or slip between ‘departments’.
Read Discovery Brochure
InSight is a complementary FortuneWest programme that enables us to capture valuable customer and partner intelligance to give you confidence in your sales structure and messages.
We exist to build the business of our clients. The recommendations we make to them should be the recommendations we would make if we owned their companies, without regard to our own short-term interest. This earns their respect, which is the greatest asset we can have."