Exploring for Value
Discovery and exploring for value
Developing client centric insight into the
nature of adding value from personal, political and product/service
perspectives is key to understanding what and how to present value.
Powerful informal decisions
All formal sales decisions are preceded by informal
decisions. Vendor selection is not based solely on objective criteria. Early
in the buying cycle preferences are established. Decisions are tested for
acceptance within the context of personal and political agendas.
Designated losers
For purposes of
comparison “Designated Losers” are often allowed by clients to pursue a sales cycle, but have no hope of winning.
Our solution
- Establish insight into the formal and informal decision making criteria, process and ownership.
- Shape your value around critical success factors and the key performance indicators that will advance personal agendas.
- Continually assess your competitive position and learn to disengage at the point where expected value becomes less than the cost of sales investment.
◄ Back
|
Value
Dialogues
►
214.219.9957 |
growth@stratuspartners.com
| Copyright © 2008 StratusPartners, LLC, all rights
reserved
| sitemap |
Website