Sales Conversation Webinar With Scott Santucci Moved To November 14! Thanks Sandy!




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 his or her product or service?  

It's 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 Wednesday, November 14  at 1:00 p.m. Eastern:

Using the Value Equation as a Design Point to Engineer Valuable Sales Conversations

In this webinar, he will highlight the differences between a value proposition and 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 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. I 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?


Creating insights we need for value equations

Great topic and very interesting issues the webinar will address!
Just one question I want to address in advance: Our view point is often focused on how to design those value messages, value equations (you name it). We start with value hypothesis, value propositions, unique value proposition, then we communicate value creation - all with the aim to keep messages dynamic along the customer's journey and tailored to the variety of stakeholders.
What's often missed is this: How do we create the commercial and business insights we actually need to design messages on a business level, to help the customer achieve their desired outcomes.
Will you also address this issue in the upcoming webinar? Thanks!