The advancement of complex solutions, fluctuating customer requirements, and competitive forces are putting more pressure on companies to clearly define, quantify and measure the business impact of new and existing high-value solutions. The cycle time from product creation to successful execution with measurable customer results leaves no margin for error.
Simultaneously, existing complex solutions lose traction as customers have difficulty understanding and quantifying the value of various products and services and how they impact their net profit. The result: the downward spiral to commoditization of high-value solutions, and less than profitable sales results.
Stage 1: |
Strategic Value Performance Assessment*: Assess the current value defined and understood by you and your customers |
Stage 2: |
Value Performance Analysis: Identify uncovered and misunderstood value |
Stage 3: |
Quantify and Sequence Value Capabilities |
Stage 4: |
Value Simulation and Customer Validation: Identify high-value opportunities; build diagnostic conversation maps and a value hypothesis to connect to the multiple people and departments your value will impact |
Stage 5: |
Value Capability, Transformation: Take it to the field with a strong business case and diagnostic conversations that connect your high-value and now quantified solutions to your customers’ net profit, and to the most powerful people your solution can impact |
Seven critical questions that must be answered in order to connect value drivers and ensure that your company is able to optimize its return on the high-value solutions it brings to its markets. To what degree have these questions been addressed in your organization? (excerpt from the book Mastering the Complex Sale)
all of the value its solution provides to its clients?
drivers and performance metrics?
job responsibilities?
capitalize on your value?
and manage the changes they will need to make?
agreed with the amount you measured?
Prime Resource Group helps its clients quantify and measure unique competitive value and execute a value strategy with a comprehensive, end-to-end, Diagnostic Business Development® methodology for complex sales, all supported by highly sophisticated tools, reinforcement programs, and an exceptional team of management consultants.
Prime Resource Group can help translate your market strategy into profitable sales results.
Results: Wayne Hutchinson of Shell Global Solutions