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Price is what you pay, Value is what you get.
Warren Buffet

Deliberate Sales Enablement

Our approach to sales enablement ensures that your value is apparent to your customers, integrated into your marketing, infused throughout product management, and then embedded within the sales organization.

Purpose Built Value

Buyer relevant value drives Sales & Marketing communication, conversations, quality, and competitiveness. That value is based on their unique differentiation, the markets and people best served, and their ability to reach them. The common denominator is Buyer Relevant Value which is missing from many web sites, marketing collateral, and too many sales conversations.

Our mission is to help people communicate their value and reap the benefits of working with people who really need what they have to offer.

@Issue

Business Owners, Marketing, Product Management, and Sales Management are either too busy, lack the experience, or are unaware of what it takes to fully prepare sales people to talk to prospects in the language of business and emotion. Marketing tends to over focus on positive outcomes, product management on the new features and capabilities, and traditional sales keeps pushing solutions and pounding the pavement. The result is friction, underperformance, and churn - not a pretty site. In pure business terms, this means lost Profits, Share, and Revenue.

Buyer Relevant Value

Okay, so you produce shiny new widgets. So What? Have you ever had that response?
Or given that response to a content provider, or sales droid that has no real idea what, how, or for whom the shiny new object would add value? Have you ever received a marketing email whose greatest claim to fame is that they exist, are new, neat, and a must have wave of the future? And then said to yourself, so what?

The reason for that response is that little to no buyer relevant value was communicated. Just new and shiny, accompanied by some happy faces and sugarplum fairies. And if you’ve had that reaction, do you know exactly how other people are reacting to your sales and marketing communications? Probably not.
As one commercial says, nobody sets out to visit the “good enough” canyon, or the “pretty good” wall in China.
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Conversational Fluency

The ability to speak the language of the buyer is at the heart of successful selling, effective marketing communication, and needs to be the core of your entire value delivery system.

To become “fluent” in the language of the customer is to compete on Customer Intimacy, to understand what is currency in their world, what intolerable risk looks like, and what must go right to make them successful.

Customer Context

To speak good Customer, the common elements are:
  • Buyer Relevant Value
  • Competitive Positioning
  • Insightful Messaging
  • Interactive Engagement
There is a tremendous amount of new technology to help get the message our and across, yet no matter how efficient you become at it, the message must clearly resonate with the buyer to get their attention.

Conversation is Sales Content

Well prepared sales professionals are always in Customer Context. They are familiar with the symptoms, the problems, the impact of their problems, and how they feel about them.
When they are not familiar, great sales people engage in rich dialogue, effectively interviewing and connecting with the prospect to understand what matters in their world.

The product, or service offering is never the lead piece. What matters is customer circumstance, their experience, and how they feel about their situation.
Value, like beauty, is in the eyes of the beholder.
Anonymous

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Do Goals exist for:

New Customers? Revenue? Profit? New Markets?

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Is your CRM: Descriptive? Diagnostic? Predictive? Prescriptive?

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If your not selling Value, then what *are* you selling?

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Coaching ‘B’ players > = 3 hours weekly increases revenue 9%

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Is your Market Segmented: By Need? By Offering? By Account?

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Are you using Buyer Personas to drive Messaging?

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How does your sales process deliver great Decisions?

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Can your sales team spot a terrible Decision Process?

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Does sales know when the Buyer’s Journey is off the Grid?

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Do your sales people have all the tools to Self Manage?

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How many ‘A’ Players do you have?

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How long do you carry ‘C’ performers?

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What’s your Profitability target per Sales rep? 1 Year, 2 Year, 3 Year?

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How many months to Break Even on a New Sales Hire?

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Sales Onboarding Programs saves 1 - 3 months. What’s that worth?

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The Team