Client Successes
Case studies to inspire you.
Financial Services Global Fortune 1000
- Global sales force
- Long sales cycle, highly competitive
- Trusted brand, product suite that changes quickly
Specialists Command the Meeting
THE PROBLEM
Our clients are thought leaders in a highly competitive industry. While many early-stage prospects are genuinely interested in building relationships, others have a different agenda — free insight and competitive intelligence. The challenge: tell who’s who without jeopardizing the relationship.
THE APPROACH
The client’s account and product teams learned to use TBA ™ to better understand how to elicit and interpret a prospect’s true level of trust, enabling them to detect signals that their elite competitors missed.
THE RESULT
- Hitting on the right topics at the right time in more efficient meetings
- Probing for critical success factors and asking difficult qualifying questions more confidently
- Collectively identifying the same behavioral signals and interpreting them consistently to silently and immediately coordinate the team’s response
- 7x improvement in detecting happy prospects versus “happy ears”
SaaS Startup Series C Acceleration
- Platform product multiple add-ons
- Competitive space, unique capabilities
Stopping Window Shoppers
THE PROBLEM
A high-growth middleware provider needed to better differentiate between prospects to educate or prospects to motivate.
THE APPROACH
BIA audited dozens of prospect conversations and used TBA to differentiate between those just thinking of making changes and those ready to make changes. We worked with the client to develop confidence in identifying signals of true interest, helping them to determine which leads to nurture versus which to pursue now.
THE RESULT
- Immediate, consistent, and accurate recognition of buyer persona
- Better alignment between the seller’s actions and what the buyer needed to advance the relationship reduced cycle times
- ROI on BIA training realized within 14 days
- Differentiated services offering
- Unique capabilities in specific, high value sectors
Passing the Baton
THE PROBLEM
The model for building relationships in the client’s industry is changing, and the next generation needs to build trust outside of dinner, golf, or sports.
THE APPROACH
BIA paired TBA with the client’s proprietary model to help younger leaders better determine when trust was present or not after demonstrating their expertise. Using hyper-realistic role plays and video playback/coaching, we went step-by-step through their process to document best practices and ensure the next generation would continue to experience double digit growth.
THE RESULT
- Ability to confidently drive conversations around value even if an incumbent competitor was present by establishing equal trust quickly and convincingly
- Faster onboarding and development
- Identification of two new best practices in delivering virtual meeting content