Solution
To grasp the client's challenges firsthand, we introduced a 'mystery buyer' to perceive the sales process from a customer's vantage point. Following this, a comprehensive workshop with the company's pivotal stakeholders was organized. This served as a platform to dissect their sales operations, lead acquisition techniques, and conversion strategies. Our subsequent report pinpointed two primary areas of improvement: a refined ideal customer profile (ICP) and a more compelling value proposition. These insights, along with proposed strategies, were then deliberated in a subsequent session.