ALIGN SALES AND MARKETING AROUND A COMPELLING STORY TO CLOSE DEALS FASTER
All markets have one thing in common: they're noisy. To rise above that noise, everyone needs to aggressively "tell and sell" a breakout story—a story that rises above that noise. Unfortunately, most stories fall far short of that mark, resulting in what can best be described as the "wah wah" sound emitted by Charlie Brown's teacher in Peanuts.
What really matters—what will differentiate you—is the story behind the journey you are on. It should include the ‘why’ of what you do (your mission), the expertise that makes you the authority in your market (your Point of View), and how your solution drives outcomes for your customers. Your Point of View fuels all other actions. It authentically represents your company’s purpose. And it immediately conveys why you’re not just different, but better. There are three ways I work with clients to create their breakout story:
POINT OF VIEW AUDIT
The audit is an immersive process designed to quickly answer three questions: what’s working, what’s not working, and how the story needs to evolve. It highlights the disconnects between what Sales is saying, what Marketing wants Sales to say, and what the prospect actually needs to hear.
POINT OF VIEW DEVELOPMENT
Using the results of the audit, we develop your Point of View framework in multiple “jam sessions” with key stakeholders. Each jam session is high energy, incredibly interactive and fun as we keep the ball moving. It’s during these sessions that we create a framework to build the PoV narrative and key deliverables.
POINT OF VIEW DELIVERY
We make your winning story actionable by arming and inspiring your team. You get me—my energy, excitement, and enthusiasm—either onsite or in a virtual setting. We make sure there's a strong sense of shared ownership and passion for making your story meaningful for each customer or prospect.
PARTNERING WITH YOU
Watch this brief video to learn how I help clients achieve meaningful, transformative change through business, executive, and recovery coaching.
This is the blog my readers tell me they return to time and time again. Why? Because I outline how to communicate your mission, point of view, and how to connect to customer outcomes.