Technology Sales Confirming Value Proposition Course · Module 6

Technology Sales Confirming Value Proposition Course

The Technology Sales Confirming Value Proposition Course is the sixth module in the Technology Sales Course.
Prior to submitting or presenting the final value proposition, it's important to obtain customer feedback on both the data captured during the discovery process (as this will likely be from multiple sources affecting different parts of the organisation) and also viable solution options that are available to the prospect to help solve their business problems and / or achieve specific outcomes.

If you have not reached the Economic Buyer prior to this stage, then now is the time to engage with them and bring them up to speed on the situation, problems, challenges, pain, key metrics etc. otherwise you risk wasting additional time and resources on further sales efforts that will likely lead to a road to nowhere if the Economic buyer decides to block funds at a later date.

The Tech Sales Confirming Value Proposition Course covers; validating the value proposition, solution options, Economic Buyer & their metrics, feedback & direction, commitment to advance and fine tuning the proposal into a final version that can be presented to the key stakeholders.