How our research works.
Behind every market study: the questions we ask, the conversation itself, the people who make the calls, and the info pack your sales team receives.
We ask buyers everything.
Before a single sponsor is approached, our callers talk to senior buyers in your market. Not a quick survey. A proper conversation about what they need, what they plan to spend and what would make a day worth their time.
Where
The region they’d travel to, and the month that suits them.
Overnight or not
A dinner the night before, or a single focused day.
Entertainment
What they’d actually enjoy, so the evening is something they talk about.
Budgets and spend
What they plan to spend this year, on what, and when.
Who else buys
Up to two colleagues who are part of the buying decision, invited with them.
The market
Which suppliers they know, and what they honestly think of them.
Sponsors they want
The kinds of suppliers they’d like to see in the room.
Who they’d travel to hear
The industry voices they rate. The agenda is built from their answers.
Would they speak?
Whether they’d give a short address or join a panel. Buyers on stage draw buyers to the room.
What the lead qualification conversation covers
Every market gets its own questionnaire. Here’s an example, with a buyer’s answers filled in. It turns the pages on its own, or choose one.
Questions, options and wording are written for each market. All names and answers shown are illustrative.
Then we ask the last question.
Only at the end of the conversation do we name the business behind the research, and ask the buyer two things.
Final page
Thank you. This research was supported by Your company name.
May we share your answers with them, and would a call from them be welcome?
How we make sure our callers represent your business
Two people work on your campaign. The people talking to your buyers matter as much as the questions, so we’re careful about who they are and how they work.
Chosen for your market
Both people on your campaign are selected because they suit the market and can hold a credible conversation with senior buyers in it.
A day with you first
Before a single call, your team spends a day with you, learning your business, your customers and how you talk about them.
Recorded, transcribed, logged
With the buyer’s permission, calls are recorded and transcribed. Every answer and permission is logged in our CRM, and you see a summary of every conversation.
Head of Estates
Head of Estates
The info pack: your sales team’s brief, and the buyer’s reason to come.
Every buyer who agrees to share becomes a one-page pack. It works twice: once for the people selling, and once for the person buying.
For your sales team
- Priorities, budget and buying window, before the first call
- Who else signs it off, and what has stalled before
- An opening line built from what they told us
- Their honest view of you and your competitors
For the buyer
- A conference that answers the exact problem they raised
- The speakers they nominated, on the stage
- A meeting with a supplier who has already read their brief
- Places for the colleagues who share the decision
That’s why buyers turn up: the day was built around their answer.
Ready to hear what your market thinks?
See the whole package, from the market study to the conference, or talk to us about your market.