This is not just research - this is the future of your sales pipeline

 

Research from ICDL creates Competitive Advantage for you. Competitive Advantage that is specific to you. Based on information that is specific to your customers and specific to your markets. It gives you the unique differentiator. knowledge. Real knowledge of real ways you can really help your customers. With ICDL, you have overwhelming competitive advantage, right from the first meeting.

 

The unique depth of insight you get from ICDL's Research enables you to identify specifically where the best areas of opportunity lie for you and your organisation. Here's how ICDL's customers are using this unique approach to create their competitive advantage:

 

To identify specific likely projects to target in a market

 

To identify areas of likely opportunity within specific customers

 

To determine how valuable a specific geographic sector is likely to be for your business

 

To identify likely new channel partners

 

To determine which new markets would most likely be the best to target

 

1. Ask a question of ICDL's Research Team

 

As competition grows ever more complex and fierce, and customers' expectations grow ever more demanding, it has never been harder to win business, or create effective differentiation. Yet everyone knows differentiation is critical to business success. Without it, you end up in a downward spiral of diminishing revenue and worse, diminishing profit margins. So what can be done?

 

Customers today expect you to show them how, by working with you, their business will get stronger. How they will gain differentiation and competitive advantage. How their revenues, or market share, or brand will become Competitively Advantaged. They want proof that you can deliver all these benefits. With research from ICDL, you will have all the evidence you need to achieve more valuable wins, more often, from more customers.

 

ICDL specialises in helping companies like yours to understand where your real areas of current and future opportunity lie, and ensure you are clear about how you can win more of them.

 

We apply our proven, focused research and analysis processes to your markets, identifying precisely where the best areas of opportunity are for you. We explore the specific market drivers that are putting pressure on your customer's businesses, and determine where you should be focusing your resources to generate maximum return.

 

The output is a clear report showing which customers or market areas are most likely to achieve the best results for your business. Knowledge just doesn't get more powerful than this.

 

This is not just research - this is creating the future success of your business.

 

 

Competitive Advantage enhances relationships

 

It is a well-known fact, more recently backed up with evidence from Warwick Business School, that customers prefer to buy from sales people who clearly understand their needs before they meet. They want to deal with people who can talk knowledgeably about their business, both operationally and strategically, from the first moments of the first meeting. They don't have time to waste with getting-to-know-you, fact-finding sessions - they expect sales people to know the key facts already.

 

Yet this is NOT the usual customer experience.

 

Most sales people assume it is the duty of the customer to explain their needs. They believe their role is limited to explaining how their product or service fills the gaps better than anyone else's. This may have been enough in the last century. It's not enough now.

 

Customer expectations have changed dramatically. They have changed because people now have regular access to the web. As a result, they are better informed and much more aware of their choices. They don't need sales people to explain the features, functions and benefits of their products anymore.

 

Today's customers expect sales people to know about them, their business, and the challenges their business faces. They want ideas and answers at the first meeting. Most sales people just don't do the necessary preparation, because they don't know how, they don't have enough time, or because their company doesn't provide the tools. Without the knowledge they need - and some ideas to lay on the table at the first session - sales people enter meetings with their customers as a 'me too' organisation at best. At worst, they are significantly disadvantaged before they even enter a sales process. No wonder sales pipelines are so unreliable.

 

The generic market research produced by so many organisations is all but useless in these scenarios. You need specific, opportunity creating knowledge, not just data. Knowledge that is focused on the needs of each individual customer. Knowledge that enables you to align your thinking to them and show immediately how you can add real value to their business.

 

You need Competitive Advantage from ICDL.

 

This is not just research - this is creating the future success of your business