The Sales & Marketing Challenge: “Too often, our strategic objectives are not met because we fail to communicate and create value when we are in front of a customer. In doing this, we often miss the opportunity to align our ‘Value Proposition’ with the customer’s own agenda.”
The most common approaches for enabling a salesforce to present a structured message with consistency and impact have proven themselves largely ineffective. Businesses clearly need a better way.
- Most sales people (more than 78% according to our 2009 research) cannot confidently articulate and deliver their value proposition to a C-level audience.
- Key messages, company or product differentiators and value propositions are not being delivered with consistency in critical face-to-face situations.
- Many of the marketing communications strategies and message delivery tools that are currently provided for sales people don’t work – or aren’t being used (in which case we must assume that the tools are being rejected).
- Customers are increasingly tired of Business Development Managers, Account Managers and Sales people delivering lifeless PowerPoint pitches in an attempt to inform or promote their products and services. As of October of 2009 the term ‘Death by PowerPoint’ produced 965,000 search results on Google.
There is a better way.....
The Whiteboard Strategies way.