For B2B Companies with a Complex Sale and Declining Results

Is this your Company:

  • Marketing Costs Up?
  • Performance KPIs in the Ditch?
  • Revenue Flat or Declining?
  • Transaction Sizes Shrinking?
  • Sales Cycles Getting Longer?
  • Technology more Vapour than Vigour?
  • Business value in doubt?

Sales is a Zero Sum Game, and unless you're in sports, its not actually a game. Your challenge is to make the tough calls about who to contact, what to say, and how to navigate the murky waters of complex sales. Your customers have their own challenges, and making complex purchases is one of them. Not only do they have to buy, they live with the consequences.

Would it be better to do nothing or Achieve 2X growth in about 3 years?

It seems counter intuitive, yet narrowing your focus will improve your relevance, credibility, and receptivity with the market you've chosen. Instead of bland boring messages designed for everybody, what you really want are messages that resonate with the people you serve.


What is that?


Financial
Value, Strategic Value, and Personal Value form the basis, broken down into Performance, Process, and Offering Value, then slotted by Decision role.

Selling Value to the people who can say yes is your basis for success.

Recommended Reading

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It is wrong to suppose that if you can’t measure it, you can’t manage it – a costly myth.
W. Edwards Deming
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Value Segmentation

In an ideal world. complex things would not only appear simple, they would be.
We promote a segmentation model based on 4 discrete elements that when combined crate a distinct and unique category we call a value segment.

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