VALUE SELLING SYSTEM®: TARGET
Many B2B sales and marketing organisations have an unfortunate habit of wasting significant resources pursuing prospects that are unlikely to ever become valuable customers, often because there is no common company-wide consensus about which opportunities everybody should be prioritising.
The TARGET module of the value selling system® is designed to ensure that every member of your sales and marketing organisation shares the same crystal-clear understanding of the critical business issues you are best at addressing, the common characteristics of the key target organisations that are most likely to suffer from them, the typical roles and titles of the change agents + power sponsors that are most likely to champion the case for change, and the trigger events + tipping points that are most likely to cause your most valuable prospects to decide that they need to take action.
CRITICAL BUSINESS ISSUES
KEY TARGET ORGANISATIONS
CHANGE AGENTS + POWER SPONSORS
TRIGGER EVENTS + TIPPING POINTS
The value selling system® enables your sales and marketing teams to define, monitor and recognise the trigger events + tipping points that are likely to cause the potential change agents in your key target organisations to recognise that sticking with the status quo is no longer going to allow them to achieve their future business objectives, and that they need to take action now if they are going to avoid significant risk to the performance of their business function and to the organisation as a whole.
SELLING IN THE BREAKTHROUGH ZONE
The VALUE SELLING SYSTEM® has the power to enable every member of your sales organisation - from your most experienced veteran to your most recent new recruit - to SELL IN THE BREAKTHROUGH ZONE by equipping them to progressively create, capture and confirm your uniquely relevant value for every prospect and customer...
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