Our Vision
“75% of the companies that attempt to implement a solutions selling initiative fail to return the cost of their investment.”
McKinsey & Co
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The Value Mapping Consortium is a community of market and thought leaders who are committed to helping companies of all sizes institutionalize the principles of solutions selling, through the implementation of systematic and customer centric positioning, messaging, and knowledge sharing processes
Even with all the talk about selling solutions, most companies still define their value and their differentiation purely in product terms. This means that they approach their marketing & sales messaging from the inside-out (product perspective). In today’s markets however, marketing and sales organizations need to get better at defining their value and differentiation in the context of the specific problems they solve for customers, and then communicating their value and differentiation from the customer’s perspective (outside-in) if they want to survive and prosper.
The members of the Value Mapping Consortium believe that this will only happen through simple, yet systematic processes that help Marketing and Sales organizations institutionalize a more explicit understanding of their customer’s needs, as well as the underlying issues that drive those needs.
With these new insights, marketing and sales organizations will be better able to define, position, and communicate both the value and differentiation of their solutions from the outside-in, as effectively as they now do from the inside-out.
The Value Mapping process is at the center of this vision.
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