Posted by Bradford Holmes on October 22, 2012
Regardless of a salesperson's conversational skills, buyers have to care about what those salespeople have to say.
So how likely is it that an executive is going to agree to meet with someone who is geared up to talk about her product or service?
Its even less likely that the executive will invest the time then to see demos, evaluate your value, and compare you to competitors. Why would they? They’ve got people doing that for them.
If you’d like to know more about this problem - Scott Santucci is going to host a Forrester Webinar on Tuesday, October 30 at 11:00 am Eastern:
In this webinar, he will highlight the differences between a value proposition and a the messaging implication of a value equation.
Scott will provide an overview of the value components that must be successfully communicated - and to whom - over the course of a series of conversations in order to tip the scales in your favor.
For more information, or if you have questions about the registration process - please contact Katherine Shao on my team. Hope you can make it.
Agenda in more detail:
- What are the specific pressures at work that affect sellers attempts at communicating value?
- What is a value proposition anyway, and how do executive buyers perceive value?
- What is a value equation and how can it be used to help improve: messaging, sales strategies, and sales coaching?
- What are some specific examples of the value equation at work?