1. Focus discussions around the business value you bring to customers to achieve differentiated positioning.
ABI promotes business benefits that link your company with solutions, services and technologies – not commodity products – to generate opportunities to capture market share.
2. Reach key decision makers and influencers above the purchasing level to prevent discussions focused on price.
Our approach creates new business relationships at higher specifier levels so price becomes a detail, and not the sole consideration.
3. Close the loop between marketing and sales to shorten sales cycles.
Client experience tells us that sales and marketing are too often disconnected and siloed. Yet they are the two functions in an organization most likely responsible for reaching customers and prospects. At ABI, we work closely with executive, marketing and sales teams to ensure our programs are in line with short- and long-term business objectives.
We engage key leadership across disciplines, so that no matter where your customers, prospects and partners engage with you – in person at trade shows, in sales meetings, on the web, in print, or even in the lab – the message they receive is consistent and persuasive.