Unconsidered Needs

Problems, challenges, or shortcomings that your prospect doesn’t yet know about, or doesn’t fully understand but are holding them back from moving forward with a new strategic buying initiative.  They are, by definition, unconsidered, and thus this lack of understanding may keep a prospect from moving forward down a buyer journey.  It is also important to note, that you won’t uncover Unconsidered Needs through voice of the customer research.