Value Created Selling - to Early Adopters
Value Created Selling - Creating Customer Value
Value identificationValue Identification and creation is a facilitated workshop to help marketing and sales teams engage earlier in the IMPACT buying cycle: it is an iterative process which marketing and sales teams can use to produce new sales campaigns, ultimately based upon their ability to create value for customer.
Value Created SellingValue Created Selling uses the output of the above workshop and process to engage buyers; salespeople initiate opportunities by expressing an informed and insightful opinion about how to achieve unrealized business gains through the application of technology that hitherto may have been unclear or unknown. The salesperson brings into focus areas of risk (+/-) which those customers have not yet uncovered and how it can be mitigated. The Visual Storytelling led discussion is a perfect tool to engage the buyer in conversation around their issues and how your insight and approach creates customer value.
Value Created Engagement ModelThe two main challenges to the Value-Creation engagement are:
- Grabbing the attention of the mentor in the first place.
- Managing the team and building consensus across the customer stakeholders and retaining control through the IMPACT buying process.
Value Identification dives deep into the world of the customer by looking at the trends and significant events in their sector. These trends and events have an uncontrollable impact on the customer’s world; short, mid and long term.
Using the output of the Value Identification Workshop and the experience and KPI's gained from successful reference implementations, marketers and sellers can create high impact visual stories to capture executive level attention. Salespeople can engage C-level executives and mentors by expressing an informed opinion about their business to create new sales opportunities; in this case, where the supplier leads the customer and stakeholders through the IMPACT cycle with much greater control and influence on the outcome of the eventual transaction.