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.

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)

1. To what degree has your organization been able to identify

all of the value its solution provides to its clients?

2. Has this value been connected to your customers’ business

drivers and performance metrics?

3. Have you been able to isolate the performance impacts to specific

job responsibilities?

4. Have you been able to quantify its value with a number the client agrees with?
5. Have you been able to identify client constraints or their ability to

capitalize on your value?

6. Have you provided your client with the ability to address those constraints

and manage the changes they will need to make?

7. Are you able to measure the value you have delivered, and have your customers

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