ES

Home / Services

Services

Four capabilities, one logic

The first three are research and design. The fourth, activation, comes in when the project needs it, never before.

Team reviewing indicators and data dashboards on the market and the buying decision

01

Buying-decision research

How does whoever buys from us really decide? We study the market, identify who takes part in the decision (not just who signs) and reconstruct the real criteria: what weighs, what breeds distrust, what stalls a deal that seemed closed.

I want to explore this

What you get

  • Buying-decision report
  • Map of who decides and what matters to each of them
  • Verbatim quotes from your own buyers
  • The gaps between how they decide and how they're being sold to today
Conversation with the sales team to observe how it actually works

02

Commercial behavioral diagnostic

What is the sales team actually doing, and why? We don't review the process that's written down. We observe the one that happens. The gap between the two almost always has an explanation, and it's almost never lack of will.

I want to explore this

What you get

  • A diagnostic of how the sales process actually functions
  • The behaviors that are costing you deals
  • What's sustaining them
  • A measured starting point

If there's no record yet of what happens in the sales process, we start by installing the minimum needed to observe it. It's a shorter piece of work, and it comes before the diagnostic.

Team designing indicators and routines for the sales process

03

Commercial performance design

What needs to change for what we need to happen? We translate the diagnostic into concrete changes: indicators, criteria for deciding where effort gets invested, routines, feedback, and tools. When the problem is in the incentive scheme, we say so and explain why.

I want to explore this

What you get

  • A 60-to-90-day plan
  • An indicator and a starting point for every change
Team working on technical content production and campaigns

Activation

Content and channels

When the project needs it, we take the findings to market: messaging, content, and channels. Always starting from a finding. Never from a publishing calendar.

Before we start

Terms and scope

Two things we prefer to make clear from the beginning.

Investment ranges  ·  see

The first conversation has no cost. From there on we work by project, not by the hour, and scope is defined before we quote.

  • Buying-decision research · from COP $7,500,000Interviews with your buyers, a committee map, and a decision report with verbatim quotes.
  • Diagnostic and improvement plan · scope-dependentDepends on the size of the sales team and on what records exist. Defined after the first conversation.
  • Activation · from COP $4,500,000 per monthSix-month minimum. In industrial cycles, there is nothing to measure before that.
When this doesn't apply  ·  see

Short sales cycles. If the sale closes on one call and does not pass through several people, this method does not add enough to justify itself.

Looking for quick leads. The work starts by understanding who decides, and that takes weeks.

No access to buyers. We can still work, but the scope changes: with one or two interviews we deliver findings, not a pattern. That is defined before we start, never after.

Where to start?

The first conversation defines which capability makes sense first

Book a conversation