SEE Survey™ is the
first component in a Sales Enablement Engineering Initiative.
The SEE StratDigi™
is the second component: The blueprint for action.
The first step in
the SEE Survey™ is developing a
DMACS™ model; in other words, a model of your
sales cycle, a “back-to-basics” look at
every facet of your cycle. The DMACS™ model component
of the SEE Survey™ is the sales department factor,
separate from the factors of IT, marketing, customer
service, or other departmental (even supply chain) influences
on the sales cycle.
The second step
in the SEE Survey™ is Touch-Point Stream Analysis-A,
an interdisciplinary analysis of the total sales process,
from the inside out (versa outside-in). The evaluates
what other departments are, or are not doing, that influences
the sales cycle. The Touch-Point Stream Analysis-A charts
more than 60 touch-points of interaction between your
company and your markets. We evaluate each touch as
a mini-commercial for your company; how each is scripted
and delivered; how each enables your sales cycle....or
disables it.
The third step in
the SEE Survey™ is Touch-Point Stream Analysis-B,
an outside in (versa inside-out) analysis. We want to
understand what matters most to your prospects and customers
in their evaluation of your company, and procurement
and use of your products and services. Interview candidates
may include prospects in the funnel, customers, lost
prospects, lost customers and vendor-partner affiliates.
The intent of this SEE
Survey™ element should not be framed as taking
a simple customer survey. It’s much deeper than
that. What we really strive for is significant insight
and understanding of what challenges your prospects
and customers are facing, and how you can make a difference
to them. By its very nature, our process will glean
tactical information about how you and your competitors
are doing in key areas; areas where you can readily
make modifications that improve your competitive posture.
The fourth and final
step in the SEE Survey™ is internal circulation
of the Survey. This is a structured step with a defined
beginning and end, and leads up into the second component
in the initiative: The SEE StratDigi™ -The Blueprint
for Action.
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