News
Proof is more important than ever
In an age where companies make ever grander claims about the value of their products and services, cynicism is a significant barrier that gets in the way of sales, because nobody really believes what they are being told by vendors anymore.
It is certainly a factor that buyers use to drive price down when buying. This is something that your sales people are likely to find very difficult to resist if they do not have any proof they can use to defend the value your products and services.
Proof might just be the most important sales tool of the decade and the easiest and most credible form of proof you can have is the case study.
We have prepared a straight forward guide to case studies, what works, what doesn’t and how to go about developing yours. Click here to use the guide.
63% of business owners and CEOs are unhappy with the quality of their sales and marketing performance. |
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Having worked with over 30 companies in the past year, we have been interested to note an apparent trend in the way that CEOs feel about their sales teams. There could be lots of different reasons for this, prompting us to focus our main annual research project on sales - and problems associated with sales. This piece of valued research helps us to identify significant trends that should lead us to the root of the problem - so we can find a solution. It will take no more than 10 minutes to have your say. On the other hand if you feel quite strongly about this and would like to talk this through with one of our research team, please contact vicky@markettransformation.com. All our findings are used for research purposes only and will be treated confidentially. What do you get out of it? In return we will send you out a copy of the report, any recommendations and useful hints we make on our general findings. |
The difference it makes
One of our customers is Glasgow based IT Support company OCD Ltd. It has an extraordinary record in delivering levels of customers service and support. In many respects this is the core of their market proposition. The problem for them was that everyone claims to offer the best service, but very, very few are in a position to prove it.
For OCD, case studies are the most effective method of providing proof and evidence of the company’s ability to deliver exceptional levels of customer service and support. The result of developing a full set of case studies for OCD has been a significant increase in the number of leads in the pipeline and more importantly an ever growing improvement in the company’s sales without having to compromise on price. Click here to read our case study about the work we do for OCD.
Combine and compliment- working in partnerships.
We work with a handful of design agencies.
Many clients come to us with a sales and marketing requirement that includes a refresh of their brand. Having built up relationships with various Glasgow based design agencies we are able to work in tandem with them to ensure a consistent end goal.
By working with design agencies our strategy work invariably compliments their offering to clients showing them a clear path of where their identity is going to take them and how. Further complimented by Market Transformation’s unique offering of developing a sustainable and manageable growth for each client through measured and tangible results.
"Having partnered with Market Transformations on a few projects. Being able to add the experts in their field of marketing to our offering from RHA Design, has added great value to our work. It also means that we can stick to what we are good at – design and leave the strategic planning to those who do it best.” Robin Hagman, RHA Design.