The Buyers Guide helps your champion determine how to buy your solution or service. It provides the most important criteria that should be considered for this type of solution and prescribes an evaluation process that will make sense to the champion that they have performed the necessary due diligence to make a buy decision. Without a Buyer’s Guide many potential champions will not have a roadmap to evaluate and choose their best option.

Most organizations need to present a business case and cost justification to make an investment or purchase. This guide provides your champion with the ROI model and specific areas to cost justify the purchase of your service or solution.  Included are relevant examples of how other similar companies have either cost justified their purchase or realized the monetized benefits from your service or solution.

Whether you provide a horizontal or industry focused service or solution, your prospective decision makers want to understand how it applies to their industry. Rather than tie up valuable resources to educate and provide industry-specific demonstrations of your solution we help you script and create a 5-15 minute recorded value-centric demonstration to highlight the value and industry use cases that you optimize and transform. This approach frees up valuable resources that should be devoted to sales qualified opportunities that require a customized demonstration.

We help you create compelling customer success stories that present the value and ROI received through the use of your solutions and services by each customer.  Often, we create industry success stories for every industry because prospective buyers want to understand how your service or solution fits in with their industry.  These important success stories also help alleviate the potential risk associated with moving forward with your solution or service. These success case stories help move your buyer from evaluation to customer status.

Just like Customer Success we help you create compelling industry success stories that present the value and ROI received through the use of your solutions and services without naming your customer. For example if you customers are F1000 companies, it is often impossible to get their legal team to sign off on a customer success story or testimonial with their name and logo. Instead we create dramatic industry success stories with enterprise customers that tells your story while protecting the privacy of your enterprise customers. These important success stories also help alleviate the potential risk associated with moving forward with your solution or service. These success case stories help move your buyer from evaluation to customer status.

When your Sales Team is involved in a competitive opportunity you need to give them the knowledge and tools to differentiate your solutions and services and outposition your competitors. For your company and your name competitors, we create your SWOT (Strengths, Weaknesses, Opportunities and Threats) so that we can provide your sales team with the formula of how your SWOT wins against your competitor’s SWOT.  If you are going to compete, compete to win!

All sales cycles can get bogged down in the negotiation and contracting process that can drag on for weeks and months eating up valuable time and resources. Today you may have a subscription agreement, license agreement, services statement of work, privacy agreement and other contractual obligations. We have created a breakthrough method to simplify your agreement to a one page order form leveraging all of your contractual agreements that can be updated by your company without asking customers to replace old contracts with new contracts. Our accelerated contracting method will help you eliminate 90% of your contract negotiations and associated time delay.

After presenting your solutions and services and customer success stories, some buyers may still be resistant to becoming a customer without a free trial or use of the solution or service. We have found that free trials and uses often do not lead to a sale; instead they lead to confusion and delay. Instead, we create the outline of a guided use workshop with your buyer and your Subject Matter Expert (SME). Your SME can walk through the simulated use of your service or solution over several days to demonstrate how they would use the service or solution.

The Implementation Success Blueprint combines two critically important outcomes for your prospective customer: A Live, Successful Implementation and the ROI Justification. We work with your Services Team to model and describe the delivery stages (not tasks) of your implementation. Next we identify the KPI and areas that need improvement before and after the implementation so that they can be measured and converted into a ROI model for your customer. When you present this methodology to your prospective customers they convert from evaluation to realization of your solution or service.

Most Enterprises want to start with success in a specific area first and once proven roll out that solution or service across the enterprise. The Quick Start Program is a tightly scoped and quick implementation of your solution or service to gain the proof points and validation necessary for the phased rollout. The Quick Start Program helps you eliminate the complexity of winning the vote of every department or decision maker across the enterprise and focus on delivering success quickly and building off that initial success.

Why Sales Engagement Vehicles Matter: 

• Your Sales Driven Website will help you reduce your sales cycle by 33% and eliminate the front end of every sales process
• Your Sales Driven Website will convert visitors into prospects
• Your Sales Acceleration Vehicles will give your Sales and Partner teams the tools to guide the buyer through each step of the sales process to close