How to Align Your Solutions with Customer Goals
A critical part of selling to executives is aligning solutions to customers’ goals and showing the business and financial benefits. Yet, research conducted by FinListics shows that only around 25% of sales organizations can do this.
This session provides a framework for aligning solutions to customers’ goals. We explore:
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Target Audience: Who is the solution trying to attract and/or influence?
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Competitive Framework: What is the competitive framework from the customer’s point of view? What are the relevant alternatives to the Solution?
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Relevant Differentiating Benefits: What is the unique selling proposition for the solution? How is it different from other brands in the competitive framework?
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Reasons to Believe: How are the relevant differentiating benefits supported through the solution business, financial, and emotional benefits?
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Brand Positioning Statement: Tying all together.
Dr. Stephen Timme, President & Founder at FinListics Solutions, and Ben Cagle, Former Executive at DXC Technology and Hitachi Solutions outline a framework for aligning solutions to customer goals.
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