The ACT Methodology: Proactive, AI-Driven B2B Sales
The Age-Old B2B Sales Problem
Before someone buys professional services from you:
They must know and accept that they need to fix something or need to achieve something and then commit to doing so.
They must see you as credible in terms of delivering the results that they want and within their budget.
Most businesses wait for opportunities to arrive via a tender process. As such, most professional services businesses have well-developed procedures for managing new opportunities to the absolute limit of their ability within the reality of their prospect relationship. We call this red line walking.
More successful companies build the right relationships before work is ever put out for tender. They walk the green line.
Red Line vs Green Line Walking
Developing Better Sales Actions
A green line perspective, guided by the bubble map, fosters more effective sales meetings and overall efficiency. It prompts three critical questions for every potential opportunity:
How do we move North-West? (Improve win likelihood as the decision date approaches)
How do we move East? (Extend the decision timeline if needed to influence the outcome)
When do we lose quickly? (Identify unwinnable deals early and redirect valuable sales time)
This focus led to developing a kitbag of practical, repeatable actions to address common challenges, delays, and blocks in the sales process.
The Future of B2B Sales: Powered by ACT
ACT elevates the green line approach to an unprecedented level, helping you win more business, more quickly, and more efficiently.
Imagine having a list of your future clients long before they or your competitors know they are in the market. ACT delivers precisely that. We provide tailored, business-winning insights driven by:
- Real-time Data: Continuous monitoring of crucial data feeds.
- Expert-Level Assimilation: Analysis of historical news, executive interviews, and industry trends.
- AI-Powered Analysis: Harnessing super-intelligence to understand the dynamics of your prospect’s business.
This culminates in compelling impact analyses and board-ready papers, enabling you to engage potential clients with powerful, quantified, and relevant propositions.
Deploying Super-Intelligence:
ACT acts as your dedicated, industry-level super-expert. We identify the specific drivers and triggers indicating when a B2B buyer is about to change their stance on a business-critical issue relevant to your specialism – pinpointing the moments that create buying opportunities for you.
Example: Corporate Sole Trustee Services
An assessment within this specific market identified key drivers and triggers for different buyer types, mapping the universe of potential customers and surfacing actionable insights presented in feasibility reports.
A timeline of future triggers keeps you steps ahead, fostering trusted advisor relationships and effectively closing out competitors.
Example: Corporate Sole Trustee Services
Actionable, Insightful, Proven
ACT is designed to provide insights so powerful they make experts take notice. The core principle is actionability.
- Instant Access: Leverage up to 10+ years of news, quotes, interviews, and trends for each target company, updated daily.
- Intelligent Alerts: New information (News, Companies House filings, Corporate website and member website) is assessed at an expert level to trigger informed actions.
- Dynamic Targeting: As you engage targets using ACT 's guidance, the system tracks increasing propensity, visually represented on the interactive map of their locations.
- Key Summaries: Dashboards provide concise reasons why companies remain high-priority targets, highlighting quantified benefits.
ACT brings world-class analysis to drive super-intelligent targeting, continuously learning and improving as you use it. Have confidence that you possess an edge your competitors lack.
A New Blueprint for Growth
Supercharging Win Rates, Margins and Retention with Advanced Client Targeting
Growth Targets Analysis
Comprehensive analysis showing potential improvements in win rates (18% to 35%), annual inflows (£392m to £470m), and client retention (92% to 96%).
Clients-in-Waiting Identification
ACT's sophisticated system identifies 'clients-in-waiting' by monitoring corporate triggers, scheme triggers, governance triggers, and people triggers with 85% probability accuracy.
Competitive Positioning Analysis
ACT changes the narrative by repositioning you as a go-to partner, moving the conversation from 'How much do you cost?' to 'How did you know we had this problem?'