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Business is tough out there .

Learn how to sell to financial buyers and create a strong value-based selling strategy in a commoditized business world. Understand the primary motivations in organizations and what matters to companies, including business results, revenue growth, profit, cash flow, customer satisfaction, and employee satisfaction. Follow a step-by-step process to identify executive motivations, business initiatives, key business processes, and relevant solutions. Finally, map the business value and choose the best connection maps to deliver a compelling value proposition.

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Business is tough out there .

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  1. Business is tough out there.

  2. The topic group… • Selling to financial buyers • Value based selling • Strategic selling • Selling in a commoditized world • Selling inwards • Getting your customer to sell for you

  3. Primary motivations in an organization… Senior Junior

  4. What matters to companies? • Business Results • Revenue (growth) • Profit (cost) • Cash Flow (DSO) • Customer Satisfaction • Employee Satisfaction

  5. Step 1 Executive Motivations • Company Motivations • Corporate KPI’s • The way a company represents itself to the market • Individual Motivations • Compensation structure • Personal KPI’s

  6. Talk to Executives in Corporate KPI language (Investor language)

  7. Step 2 Identify Business Initiatives • List every Project with a code name • Try and find out every regular meeting and its subject • Rate by commitment of time • Map into Executive and Corporate KPI’s • You may need to help them develop one

  8. Where an Executive spends his time represents his priority.

  9. Step 3 Business Processes • What are the Key Business Processes (Departments/Functions) and what role do they play in the Business Initiatives?

  10. Step 4 Identify your Relevant Solutions • What solutions can you, do you, have supplied. • How well do these map into Business Processes, Initiatives, Executive KPI’s, Corporate KPI’s

  11. Step 5: Map the Business Value

  12. Step 5: Map the Business Value

  13. Step 6: Choose your favorite Connection Maps • Make sure it passes common sense path: • Can they buy • Can you deliver • Prioritise options

  14. Step 7: Rehearse Explanations of Value • Short Form • Long Form

  15. If you can not explain the connection from Corporate KPI’s to your Solution in 45 seconds…. The you do not have a defensible business value proposition.

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