The first phase of the Sales Engine^SM identifies focal markets where a company can thrive profitably as a superior choice when compared to other providers in the same market.

Our approach to this work is akin to creating a “virtual movie” of the “day in the life” experience of your customer. We interview multiple companies in comprehensive, several hour settings asking probing and insightful questions. These questions are meant to cause the customer to “tell the story” about their experience in the marketplace, and what’s frail, suboptimal, or painful about it.

When the process is complete, we will have specifically identified some set of customers who will perceive you as capable of serving them better than anyone. The ultimate goal is to provide the insight to make confident decisions about how and where to focus the sales efforts.