Analytics Services

Overview: RightSelling Analytics Services

Companies selling products and services typically work through a cycle in which they identify product opportunities, create a go-to-market plan based on these opportunities, communicate this plan to their sales force, and then execute on the basis of this plan. Companies utterly depend on successful execution, but that starts with accurate identification of product opportunities.

Envisica’s RightSelling Analytics Service offers assistance in identifying the best product opportunities by using Deal Scenarios that profile successful deals won by a company’s best Sales Professionals. Deal Scenarios capture components of that success in such a way that they can be replicated across the sales force. A Deal Scenario will typically include a profile of the customer, the product, and the sales team. The goal is to capture the RightSelling moment when the right product is correctly positioned at the right time to the right customer.

Envisica generates Deal Scenarios with an iterative four phase methodology of discovery, research, analysis, and reporting, using quantitative, qualitative, and anecdotal evidence. The final report will typically identify market segments that show a readiness to purchase, value propositions for specific segments, and sales techniques that have proven effective. This type of information is a solid basis for go-to-market planning and also forms the basis for effective communication to the sales force. In particular, it is the information that is most useful for top sales performers that provide the highest sales volume. When communicated with a Sales Performance Asset from Envisica, RightSelling Analytics Service goes straight to the bottom line—more sales closed sooner at a lower cost per sale.

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