Since 1986, SalesIQ has played an essential role in improving the sales performance of many of the world’s leading organizations, including many Fortune 1000 companies.

"World Leaders in B2B Sales Intelligence"

For more than 20 years, SalesIQ has offered superior consulting services for many Fortune 1000 companies, as well as for others with major sales force operations. 

We’re leaders in transforming primary market intelligence into powerful recommendations that deliver immediately actionable steps you can take to drive better market positioning and new sales results.

We design and gather primary market intelligence targeted at customers, prospects, competitors, and your own internal sales force, to develop a basis from which we can help you to solve your most difficult sales and marketing challenges.

Win/Loss Analysis

A Win/Loss Analysis program at SalesIQ looks at a series of recently won and lost sales opportunities that are chosen for their complexity, size and significance of challenge. A series of open-ended, qualitative questions and a series of quantitative weighted and competitively ranked questions are developed to understand six key components of the sales process. During a 30-40 minute telephone interview, our researchers cover 6 key components to the sales process:

• purchase decision process

• value proposition alignment

• comparison of features, functions, and value

• sales performance

• reference provision process

• perceived economics

With SalesIQ, Win/Loss Analysis is taken one step further to provide a side-by-side comparative analysis of these perceptions with those of your sales force.    This tool provides sales management with key directional information designed to focus training, improve competitive positioning, and reduce overall acquisition costs.

An invaluable resource designed to significantly improve closing ratios, Win/Loss Analysis is the key to understanding the true market perception of your sales team, your product and service offerings and the performance of your competition.

360- Degree Value Proposition Alignment

The result of effective differentiation and value proposition alignment is that together they transform your organization into a team that uniformly understands its true competitive value, and can articulate and demonstrate that value to drive new sales.

Taking the SalesIQ Value Proposition Alignment Test (VPAT), many senior executives learn how challenged their sales teams truly are.  Often, fewer than 10% can articulate true value and real differentiation.  It is the absence of these understandings that turns your offerings into a commodity, and ultimately a price-driven buying decision for your prospective customers. 

But, it isn’t only sales teams that are challenged to understand how to articulate differentiating value.  Product management, marketing communications, investor relations, human resource teams, and others, find it difficult to communicate ways in which your organization delivers distinct value.  Equally as challenging is how they can deliver a coordinated, and consistent, message to key stakeholders.

At SalesIQ, we specialize in providing sales consulting that is driven by marketplace intelligence.  Our team of research analysts obtain actionable learnings from your customers, prospects, and competitors, and define a set of value propositions that are unique and meaningful to key stakeholders.  We then work with your internal teams, such as sales, marketing, corporate communications, human resources, training,   investor relations and other market facing teams, to ensure they have a complete understanding of how to answer the critically important question, “Why should we buy from you?”

Competitive Threats Analysis -  At SalesIQ we conduct research to identify: 

• How your competitors compete against you

• How their value proposition compares to yours?

• Which of your weaknesses competitors exploit and how?

• Which of your clients are most vulnerable and why?

• Newly introduced products and services

• What competitor features and benefits your prospects value most? 

SalesIQ provides you with insights into competitor pricing, product features, terms, service and value.   A cost-effective method to survey your market, Market Analysis is a powerful resource that will help you better understand the realities of your competitive landscape.

New Product Development

At SalesIQ we help clients expand their product and service offerings through identification of unmet market needs.  Interviewing customers and prospects we gain an understanding of where new products and services will bring significant added value.

We also test product and service concepts through blinded research to determine if in fact customers and prospects will value these new capabilities and to what extent they will pay additional fees.

Marketing Effectiveness

The impact of new marketing communications programs must be evaluated in order to yield the highest possible outcome for our clients.  We benchmark current perceptions and then once new marketing programs are put in place, we test the impact on perceptions and how those perceptions over time impact incremental growth in top line revenue.

Account Profiling - SalesIQ delivers enhanced prospect pre-qualification and sales intelligence through Account Profiling.  This method of surveying delivers detailed responses covering topics such as centers of influence, buying cycles, competitor features and benefits, propensity to change, pricing sensitivities, and other critical factors your sales executives need to understand prior to proposing an account.

Diagnostic Benchmarking -  is a tool used by SalesIQ to identify areas of needed improvement within an organization's sales process.  We examine a group of both won and lost opportunities in order to prescribe a sales intelligence program that will best meet a client's need for improved sales performance.

A recommended first step when launching any sales intelligence program, Diagnostic Benchmarking, serves as the platform from which to launch and measure improved sales success.

Purchasing Triggers - For those responsible for business strategy development or for lead generation, the identification and population of purchasing triggers can be a critical component to determining where and when new business will come from.  We survey prospects to identify what purchase triggers exist and then populate that data in order to help clients position their sales force in the right place at the right time.