Plum Island
Plum Island - Newburyport, Massachusetts - High Dynamic Range Photo

Marketing Diagnostics to Support Revenue Generation

When You Need Answers - Not Guesses

We work with our clients to help them utilize marketing diagnostics - that is, understanding how their best customers make their buying decisions (buyer’s journey) to select our clients as their preferred vendor in the competitive environment. This marketing diagnostics understanding can obviously be extended to identify sales prospects with characteristics that are similar to your top customers.

We utilize insights into the concepts of solution selling (solution visualization and capability enablement), coupled with an orientation toward, and understanding of, the customer’s perspective of their purchasing environment. We add to this a deep understanding of many messaging channels (public relations, video, etc.) and how customer decision making can be influenced by the messaging in these channels. We also have an orientation toward technology and its implementation - a perspective that is often missing.

Our research and discussions with your customer-facing staff and customer decision makers will yield actionable insights and recommendations - and coupled with our decades of experience - a framework for implementation. We also offer discrete implementation with content generation (marketing and public relations) and direction of video efforts.

In other words - answers - from your best customers - to the question: Is your marketing working, and how might you make it better?

The buyer’s journey is your direct connection to revenue. By understanding how and why your customers make their buying decisions you can influence those decisions. This becomes the blueprint of an effective marketing program (or cross-check of your current program).

In summary, our approach is a combination of both the competitive and tactical viewpoints - from both the customer's perspective and yours.

Two remarks we often hear (from both clients and their customers) that indicate the effectiveness of our approach are:

“I never looked at the issue that way before”, and

“No one ever asked me that question before.”

If you face marketing challenges to understand your customers buyer's journey and how to reach them, we would invite you to contact us for an exploratory discussion. We can share some ideas with you on how we have solved similar problems for our clients, and how marketing diagnostics might help you.

Need to get your arms around your customers, prospects and market? Need facts and information, not guesswork?

Contact us for an introductory discussion. We look forward to hearing from you.

We invite you to peruse this website and our many articles. Feel free to contact us for additional commentary on a topic of your interest. We encourage media inquiries.

Jeffrey Geibel, Principal

Accredited in Public Relations
Leadership in Engineering and Environmental Design - Accredited Professional
Certificated Flight Instructor - Instrument

Tel: +1-617-484-8285 (-4 GMT)


Client Services >

The Sales Autopsy SM
What is the key sales and marketing messaging you can extract from a successful sale - that will attract more sales prospects? Find out with the Sales AutopsySM - a step-by-step diagnostic technique to isolate the success factors hidden in your successful sales.

Read what existing clients say about us and see the results we have helped them achieve.

The Three Big Holes in the Buyer’s Journey Development
The Buyer's Journey contains hidden information that shows you how to find more of your best customers. But if you leave these three holes in your buyer's journey (which are ignored by major 'experts') - you will be playing a lot of guessing games rather than finding solutions - which will lead to big problems.

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