Case studies to inspire you.
Financial Services Global Fortune 1000
Specialists Command the Meeting
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 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.
SaaS Startup Series C Acceleration
Stopping Window Shoppers
A high-growth middleware provider needed to better differentiate between prospects to educate or prospects to motivate.
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.
Passing the Baton
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.
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.