A Holiday Post for You
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A Holiday Post for You

‘Twas the January after Christmas, and we were feeling the loss

There was wailing and crying—especially the boss

We’d lost Santa’s business the year before

The resulting financials were quite the eyesore

 

Our arch-nemesis had beaten us, we couldn’t believe

Apparently, they had some new tricks up their sleeve

We had offered deep discounts, we offered services for free

We believed the business was still ours, we popped champagne corks with glee

Why didn’t we realize the man in the sleigh

Was all about delivery dates and not the price he would pay?

About his seasonal workers Santa surely cares more

Than the cost of the annual inventory he must store

 

We had heard the stories, everyone had

The competition had a new strategy and their management team was glad

There were fresh concepts in play, so we heard

These things were called Levers and new ideas they had spurred

 

Value before and after the sale was their favorite word

If only, in us, something like that had stirred

Tactical transactions aren’t the thing anymore?

Cyclic thinking is required to avoid being shown the door?

 

This problem the reindeer have never seen

We don’t expect to find horse, or cow, or wolverine

Pulling that sleigh on Christmas Eve

Santa, the stag’s business will never relieve

 

It seems in all business Santa is looking to find

Forward thinking sellers who share a like mind

Ones who earn a long-term relationship and who care

Ones who understand value and are self-aware

 

What options do we have, which way do we turn?

 

It’s time for a new idea, we need a new hook

Off to Amazon.com where we might find just the right book

A keyword search later and what does appear?

The missive that may just save NEXT year!

 

There is that word again, Value it seems

Will replace the need for tricks, tactics, and schemes

Creating Value, Proposing Value, will there be a third?

According to Steve the idea is not unheard!

 

Happy Holidays to all!

 

Learn More About Value LifecycleTM

Training & Workshops

Value Lifecycle TM conducts customized training workshops for executives, sales management, salespeople and cross-functional team members. Our interactive workshops address real business issues and apply key concepts to participants’ businesses, live accounts, opportunities, negotiations, and more.

HOW DO YOU KNOW THIS OPPORTUNITY IS QUALIFIED?

This is a tough and sometimes unwelcome question often fraught with emotion – especially for the sales team pursuing the opportunity. However, it is imperative they know a B2B opportunity is qualified and therefore worth committing precious hours and limited corporate resources in pursuing.

“It’s an approved project with budget. We’ve met with all of the key buying influencers – and they really like what we have to say!” I am willing to bet this opportunity would easily clear the “qualified” hurdle and would probably show as “upside” or perhaps even “commit” in many a sales pipeline. But is it really qualified?

Meet Steve Thompson

Steve is president and founder of Value Lifecycle TM, a strategy execution consulting practice that helps both selling and buying organizations position, negotiate, and close “must-win” deals. Steve works closely with clients to help them advance their corporate strategy, strengthen relationships with their customers and suppliers, and achieve sustainable business outcomes.

True Compass

Is this opportunity qualified? Do I have a compelling value proposition that will increase my odds of winning?

Does my proposal setup the right negotiation? What is the “right deal” for this opportunity?

Is this customer likely to renew? What is changing with the customer’s business that presents new opportunities for me?

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