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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.
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CRITICAL BUSINESS ISSUES
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The value selling system® starts by identifying the handful of critical business issues that you are uniquely well-equipped to address for your target customers. These issues could be problems that need to be solved, or opportunities that need to be realised, but one thing is common: once your prospective customer recognises the issue, they are likely to conclude that they can no longer afford to stick with the status quo, and that they are going to have to take urgent action to deal with the situation.

KEY TARGET ORGANISATIONS
The value selling system® establishes ideal customer profiles that reflect the common demographic, structural, behavioural and situational characteristics of the organisations that are most likely to suffer from the critical business issues you have chosen to target. These ideal customer profiles help to ensure that your marketing team are targeting the right sort of prospects, and provide a basis for systematically qualifying potential sales opportunities based on the probability you can do business with the organisation.
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CHANGE AGENTS + POWER SPONSORS
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The value selling system® equips your sales and marketing teams to identify and engage with the most promising potential change agents + power sponsors in these target organisations - people that are likely to recognise the need for change and to have the personal credibility, authority and ability to drive the change agenda within their organisation. These individuals are critical to persuading their colleagues in the decision-making group of the need to take action, and to achieving consensus around their preferred option.

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.
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EXPERTS IN APPLYING VALUE-BASED SELLING TO COMPLEX B2B SALES

Our value selling system® has the potential to empower every member of your sales organisation - from your most recent recruit to your most experienced veteran - to make the connection between the critical business issues of their customers and the strategic business value of your solution...

TO LEARN MORE ABOUT OUR DISTINCTIVELY DIFFERENT APPROACH TO VALUE-BASED SELLING, CONTACT US TODAY

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