OasisLMS

Duration 41 minutes: Using a value map to identify how your offer aligns with customer objectives

All sales professionals

UK and International

Do you really know what your customers want? The difference between knowing what they want to do and why they need to do it to build value. Using the Value Map will help you identify how your offering aligns with the customers objectives more clearly. So few people get to the bottom of what customers want and then align their value to it. This is made more complex by multiple stakeholders having different ideas on what is required. This session will be about a structured way of engaging the client to align with all stakeholders and your own company and how you improve the customers company. Gartner / CEB says the number one reason that customers buy something is that they can clearly understand how the purchase improves their business. This can be hard with multiple stakeholders, all of whom have their own interests at heart. With 7-11 stakeholders involved in Mid-Market and Enterprise sales this can be a difficult task. How do you get everyone on the same page? You create the page! Using your existing questioning skills within this simple to use framework, you can simplify your value proposition to customers from Executives to Individual contributors.

The waterfall of customer needs. Mapping your value onto the customer issues. Bringing stakeholders together.

CPD Points: Two (when attending live) or one (watching the recording)

John Hammond, Fractional Chief Revenue Officer (CRO) John Hammond has been in sales for over 25 years, the last 10 as a CRO to growth stage companies.