Market-Validated Messaging
The market has a voice. Can you hear it?Uncover buying motivations, decision-making processes, and sales objections to accelerate business growth.
WHY LISTEN?
Marketing that Aligns with and Drives Sales
It has been said that the purpose of marketing is to know the market so well that the product virtually sells itself. We agree and we capture that level of knowledge for our clients with our Voice of the Market methodology. More than Voice of the Customer, we research your prospective future customers. Existing customers have already drank your cool-aid. It is quite possible and in fact rather common that prospective customers have a different set of pain points, or a different lexicon they use to describe those pains. Through the Voice of the Market process, we uncover:
Buying Motivations
Understanding B2B buying motivations involves aligning with strategic goals like efficiency, innovation, risk mitigation, and long-term value to foster stronger partnerships.
Decision Making Processes
Customers will share more information with us about your competitors that they won’t share with you: product features, promotional strategies, pricing and more.
Sales Objections
By anticipating objections, providing clear solutions, and demonstrating ROI, businesses can build trust and close more deals.
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Voice of the Market
Market-Validated Messaging
The Voice of the Market is a service that provides the intelligence needed to reach prospective customers, position successfully against the competition and grow your business. Voice of the Market is marketing with precision.
It’s benefits include:
- Market-validated positioning
- Messaging, and unique selling propositions based on the actual terminology and pain points of your target markets.
- It will tell you the best way to reach your target audience, including the best lead generation programs, industry events, and sales tools.
- Content marketing strategies, deliverables, and destination publications, websites, blogs, analysts, webinars – that actually matter to your audience.
- Target the search terms they would use to find your solution.
drive leads, sales and revenue
Directs Sales-Marketing Alignment
Voice of the Market goes beyond interviews with internal stakeholders and customers – both of whom are already predisposed to the status quo. We reach out to net new prospects in your target market who may not have even heard of your company. Similarly, we’ll reach out to the people who chose a competitor’s solution or the ever-present “do nothing” alternative.
insights
It’s Like Voice of the Customer, Only Better!
We talk to the people you want to be your customers. We ask them the questions you wish you could ask, and we do it without the bias or pressure that necessarily comes in conversations with vendors’ sales or marketing personnel.