The Bottom Line Vine

What is the best sales opportunity?  When your customer has a stated problem your solution can solve.  In most sales organizations, identifying these opportunities is challenging and time consuming.  Phone calls, emails, trade events, and advertisements only yield limited feedback and few ‘hot’ opportunities.  A survey is the best tool to extract specific information in a non threatening way, resulting in great sales opportunities, market intelligence and competitive insights.  Respondents are able to respond when they have time, providing thoughtful and accurate answers.

With VizQuest’s unique position in the market, we gain exposure into all types of sales organizations.  A universal area of challenge for sales/marketing groups is capturing relevant market intelligence and applying it to their sales effort.  Very few organizations leverage customer feedback to shape their technology offering, let alone, dictate the direction of their sales efforts.

A professionally crafted survey captures the unique insights of your current customers as well as the needs of potential customers.  In our experience, people are more willing to share more complete and accurate information in a non threatening atmosphere like a survey than on a sales call.  Properly constructed and delivered, a survey is the right tool to gather these insights.

Good surveys will yield a 8-20% response rate (depending upon target audience).  Incenting the recipients with giveaways can further increase the response rate, yielding a response as high as 28%.

By gathering customer and prospect information, your sales team now has the ‘inside’ information to make a more compelling sales call.  Sales professionals can get away from pitching and focus on selling a solution to a problem.  Additionally, you can narrow your focus to key accounts, which by way of the survey, present the best potential sales opportunities for your team to win new business.

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