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:
Target Audience: Who is the solution trying to attract and/or influence?
Competitive Framework: What is the competitive framework from the customer’s point of view? What are the relevant alternatives to the Solution?
Relevant Differentiating Benefits: What is the unique selling proposition for the solution? How is it different from other brands in the competitive framework?
Reasons to Believe: How are the relevant differentiating benefits supported through the solution business, financial, and emotional benefits?
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.
Share this with your network
You may also like
Learn a framework for how to take customer insights and connect your solutions to a prospect's business and financial value.
Get insights on how to pique the interest of executives through findings from interviews with executive buyers from Fortune 500 companies.