Helping businesses drive revenue growth across the entire GTM organization with the ValueSelling Framework® | 42K+ GTM professionals trained
Leader: “Do I need a ValuePrompter on every deal? And every key player in the deal?…” …“A rep has 16 deals - they all have 2 decision-makers - that's 32 ValuePrompters. Is this right?! Are you saying do this with every key player?” Me: “No, instead only do it for any deals you want to win.” Leader: “That seems like a lot to keep track of.” Me: “How else do they keep it straight for all the key players and their unique nuances? It's only 6 elements per person.” Leader: “You're right, if reps aren’t doing this they are using one size fits all value prop and hoping everyone gets on board.” Me: “There are no shortcuts.” You need every element of the ValuePrompter for each key player. If you have a gap, you have risk. It's simple, actually. The buyer wants you to be relevant and truly understand them, in order to invest in you. For every buyer, you should understand their: - Business issues and goals - Problems/challenges faced - Solutions - how you can uniquely solve the problems - Value (Business and Personal) - Power - all decision-makers involved - Plan - a set of action points and paper process Without any one of these, your deal isn’t qualified and could fail at any time. This framework works, but only when it’s followed for each and every deal. Put the work in. Reap the rewards. P.S - Get some value? Please reshare this.
"...only do it for any deals you want to win.”
Agreed
Hey Scott Anschuetz, I seem to remember having this same conversation with you in Austin about a decade ago...
True story Scott Anschuetz !!
The reps take notes in the meeting, right? Substitute a note pad for a ValuePromper page and there’s no increase in work.
Favorite line - "...only do it for any deals you want to win.”
“It's simple, actually. The buyer wants you to be relevant and truly understand them, in order to invest in you”
Understanding each element of the ValuePrompter is indeed crucial for a personalized approach. How do you prioritize which deals get the VIP treatment? Scott Anschuetz
ValueSelling with a ValuePrompter just works. What I personally like about it - is that it doesn't just tell you whether you have a qualified opportunity that is likely to succeed or not; it's more instructive than that. It tells you what's missing...it helps you figure out what your next step is. Is there a business issue and is it important enough to address? Are you missing alignment with power? Have you developed differentiated value? Is your mutual plan solid? For leaders, it also creates the opportunity to provide meaningful coaching to the sales and pre-sales teams, as well as make decisions about where to invest resources.