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What Is ValueMapper?
ValueMapper is a visual positioning, messaging, and
sales coaching service for companies who are serious about improving
their ability to sell solutions. Its patented
approach simplifies the Value Mapping process by breaking it into three
simple stages so that marketing and sales organizations can start
improving their alignment and their execution of the solutions selling
fundamentals in a matter of hours instead of months.
Implementing ValueMapper as the core DNA of your
company’s solution messaging and sales enablement strategy will:
- Improve the quality of
your messages by making them more customer relevant, differentiated,
and sales ready
- Increase sales
performance and results
- Reduce the time costs and
resources consumed supporting and executing the front half of the
sales process.
One of the most important capabilities of
ValueMapper is its ability to dynamically generate "Solution Quick
Reference Guides™"
as an automatic byproduct of the positioning and messaging process. These
guides can be configured by solution, market, stakeholder, or competitor,
as well as any combination thereof. These guides are delivered in word
compatible format so they can be easily customized and published as you
see fit. They will replace much of the sales support and enablement
content that consumes so much product marketing time and resources.
Because the benefits of the Value Mapping process
are immediate, strategic, and continue to grow over time, implementing
ValueMapper should be the first step in any solutions centric selling,
sales enablement, or marketing and sales alignment initiative.
Because of its staged and flexible implementation
options, ValueMapper Enterprise can be implemented in three
configurations depending on what your objectives are.
- As a common training,
positioning and messaging framework for your Product Managers and
Marketers that teaches them the fundamentals and best practices of
solutions centric messaging while it helps them create more customer
relevant, differentiated, and sales ready messages.
- A replacement for your
company’s the core sales support material with the ability to
dynamically generate an unlimited number of Solution Quick Reference
Guides™.
- An online knowledge
sharing, sales coaching, and quick reference system for your entire
marketing and sales organization that can easily be plugged into
your existing sales portal or CRM system to serve as a “smart front
end” to other sales support content and tools.
ValueMapper Enterprise helps the entire marketing
and sales organization move from "talking the talk" to
"walking the walk" when it comes to selling solutions.
Specifically it helps:
- Product Management &
Product Marketing by:
- Simplifying the creation
of compelling, differentiated and solution centric value
propositions.
- Creating a single source
for messages and key sales enablement knowledge that replaces much
of the sales support and training information they create and
maintain today.
- Reducing their sales
support load through more efficient and effective knowledge
transfer to marketing communications and sales
- Increasing their
strategic impact and improving their control and influence over
marketing and sales strategy and tactics
- Enhancing the feedback
they receive from the sales channels
- Sales by:
- Improving revenue
performance by
- Institutionalizing the
principles of solutions selling
- Giving sales people the
confidence to engage their prospects and customers at a higher
level.
- Increasing the quality
of selling conversations so they are more substantive and business
oriented
- Reducing sales and new
product ramp up time /costs
- Reducing sales training
and sales support costs
- Marketing Communications
by:
- Improving the quality
and sales-readiness of collateral & presentations.
- Increasing the results
of their branding and lead generation programs.
- Reducing their total
cost of content and collateral.
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