Enabling The Three Value Conversations At All Stages Of The Buying Cycle

By Tim Riesterer, Chief Strategy Officer

September 20, 2018

Master All Stages Of The Buying Cycle With The 3 Value ConversationsIn his keynote at Conversations That Win 2016 (#CTW16), Corporate Visions’ Tim Riesterer positioned the “triple threat” as a sales ideal, likening the rep who masters each of the stages of the buying cycle to Gene Kelly, one of Hollywood’s original triple threats, who excelled at acting, dancing, and singing.

Tim’s keynote is one of 11 videos from #CTW16 you can find on our YouTube channel.

But the concept of the sales triple threat is relevant to product marketers and sales enablement leaders too, especially if you’re trying to unify your sales and marketing message and develop content that reinforces winning behaviors. And so there was no escaping a Gene Kelly reference in the marketing breakout session on Enabling the Three Value Conversations, led by Eric Nitschke, director of product marketing and sales enablement at Corporate Visions.

To make articulating value a mainstay of your content (and by extension, your sales team), Nitschke advised that companies focus their messaging efforts on the three moments of truth that come about during the stages of the buying cycle: the three “value conversations.”

  • Value Conversation #1: Create Value™ – This is where your message needs to defeat the status quo bias and create a clear differentiation between you and your competition. Your “why change” story should follow a specific choreography that you can incorporate in your content, leading prospects from insight, to an explanation of how their current approach is flawed, to a new and safer approach, and—finally—to a better outcome. This story needs to be disruptive, and it has to create urgency by demonstrating what the consequences of buyer inaction will be.
  • Value Conversation #2: Elevate Value™ – This is where enablement content has to help salespeople create a business case that passes muster with savvy executive-level buyers. You can create an executive buying vision by first adopting a CXO-relevant perspective, and linking their external factors and business initiatives to a business change scenario that yields performance improvements and measurable results.
  • Value Conversation #3: Capture Value™– Develop content that prepares reps to negotiate better and more creatively. One way to do this most effectively is by leading with an unconsidered need, which can expand the value of (and need for) your solutions, and give your reps leverage as pricing tension heats up.