NextLeadIdeal customer and buyer profiles
Define the types of businesses, problems and buying situations you want to target. Identify the people involved in choosing your services and the questions they need answered.
Customer Research & Intelligence
Identify your ideal customers. Get the intelligence to sell to them.
Define your ideal customers, find businesses that fit and understand the people making the buying decisions. Give your sales team the company and buyer intelligence to prepare relevant introductions and better discovery conversations.
Our team’s experience
9
Years supporting business growth
350+
Businesses supported
2,000+
Staff trained
2
Businesses built and sold
Experience of the NextLead team. Our management team built and sold two businesses, each exceeding A$1m in annual revenue before sale.
Why you might need this
Your team spends hours researching the wrong prospects.
A long prospect list does not tell you which businesses fit your services, who makes the buying decision or what matters to them. Your team repeats the same research before every introduction, often with too little context to explain why the prospect should speak with you.
This service is for you if…
- You need a focused customer profile before investing in marketing or outreach.
- Your prospect list is long, but the reasons to contact each business are unclear.
- Your sales team needs company and buyer context before introductions and meetings.
What you get
Your buyer profiles, prospect list and sales intelligence.
A researched list of suitable companies
Find companies that match the agreed profile and record the evidence behind each match, so your team knows why an account belongs on the list.
Decision-maker and company intelligence
Research the relevant decision makers, company priorities and business context. Separate verified information from assumptions so your team can prepare informed introductions.
Sales research briefs and discovery questions
Bring the findings into clear briefs with relevant talking points and questions for each prospect. Explain how your team can use the research in outreach, discovery and follow-up.
Less research before sales calls
Prepare introductions with company profiles, decision-maker information and questions grounded in research. Spend less time researching from scratch before every sales conversation.
How we work
How we research your market and buyers.
Define the customers you want
Review your strongest clients, services and buying situations, then agree the company and buyer profile.
Research companies and decision makers
Find suitable accounts, verify relevant business information and investigate who is involved in buying.
Prepare the intelligence for your sales team
Organise the prospect list, buyer profiles and research briefs, then explain how to use them in introductions and discovery.
Before we start
Your questions,
answered clearly.
Will you help us choose our target market?
Yes. We start with your current customers, the services you want to sell more of and the problems you solve well. We use that to agree a focused customer profile.
Does a researched prospect list mean those businesses are ready to buy?
No. Research establishes why a company fits and what we can verify about it. A conversation is still needed to confirm its needs, budget and interest.
What does the research include?
The agreed scope can include ideal customer and buyer profiles, a researched company list, decision-maker information, company intelligence and briefs for sales conversations. We identify information that cannot be verified.
Can the research guide our branding and website?
Yes. The buyer profile identifies the questions, priorities and evidence your marketing needs to address. Branding & Website Build uses that profile to shape your message, design and website pages.
Start a conversation
Let’s talk about customer research.
Tell us where the work gets stuck. We’ll help you choose a practical starting point.
We’ll discuss your business, what you want to change and whether we’re the right people to help.