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High Impact Program for
Established Market Leaders
How do market leader customer-facing teams behave ?
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I have been working for techno-intensive market leaders for about 25 years and there were clear patterns when it comes to customer-facing teams behaviors:
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it is all about explaining our vision and the solution we sell.
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Every customer or prospects know about us and where to find us.
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It is easy to set-up meetings with anyone in our industry
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Our RFP responses are precise, factual and centered on our solutions
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We nurture our natural network and make sure we develop the relationships overtime.
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When it comes to negotiation, we can be a bit unflexible, pushing our own agenda
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Our company credibility is our best friend : no one was ever fired from buying the market leader solution
Give or take, this is working, as long as the market does not evolve and we don’t project disruptive ambitions.
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The ambition to conquer new territories trigger complications
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Market leaders always want to conquer new territories.
To conquer new territories, you need a set of new behaviors because you operate now from a challenger position
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Why do you need new behaviors to conquer new territories ?
In the last 6 years, I have worked with Scaling Start-Ups…and it all became crystal clear:
What makes you successful as a market leader will not make you successful as a market challenger.
Start-Ups are the extreme challenger case : their logo carries no weight, they have little to no credibility, they don’t receive unsolicited inquiries , … it is cold and rainy out there!
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So if your are letting your customer-facing teams work as market leaders while trying to conquer new territories, don’t be surprised that they will fall short of expectations.
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Instead, they need to start behaving like if they were a Start-Up.
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What will make you thrive as a market challenger ?
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I’ve developed the “Selling like a Start-Up” program to help marker leaders conquer the new territories they are targeting. It will instill the Start-Up mindset your customer-facing teams must have to be successful as market challengers
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There are 5 areas that customer-facing teams need to change radically to thirve as market challenger​​​​​​​​​s:​
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Sell change, not just your solution -
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Prospect proactively, not just wait for customers to call you or just reach out to your regular contacts
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Lead impactful meetings, not just solution update meetings
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Write persuasive proposals, not just informative proposals
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Negotiate from a weaker position, not just push your own agenda​​
Selling like a Start-Up
🚀 Exciting News for Established Market Leaders
looking to expand into new territories ! 🚀
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01
Sell Change that leads to your Solution
Being a challenger, the customer is not (yet) interested in your solution and you should refrain from selling your solution. Instead, learn to sell the change that leads to your solution. This isn't just semantics; it requires a shift to counter-intuitive behaviors
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Lead impactful meetings
Leveraging each customer interaction to elaborate on your portfolio will lead to limited success. Rather, it is vital to master the art of conducting effective prospecting meetings. This approach represents a significant departure from the standard "solution update" meetings typical of market leaders.
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Prospect Proactively
The customer won't reach out to you, and you likely don't know (yet) which contacts might be interested in your new offerings. You'll need to proactively prospect, stepping out from behind your company's logo. Each member of the customer-facing team must earn the right to interact with customers.
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Write Persuasive Proposals
Your strategy for crafting proposals must undergo a significant transformation. Merely informative proposals won't suffice. You need to hone the skill of creating persuasive proposals. Your proposals should become a powerful sales and marketing instrument.
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Negotiate from a weaker position
In negotiations, market leaders often adopt a "my way or no way" stance, strictly pushing their own agenda. To achive strong outcomes as a challenger, your customer-facing teams must master the art of negotiating from a "weaker" position.
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Embrace the entrepreneurial spirit,
elevate your sales game and
conquer the new territories your are targetting !
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Innovative, Interactive and Fun Workshops where your teams will learn pramatic & proven techniques and apply them to their specific cases.
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Scope and duration will be tailored to your needs.
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Optional follow-up coaching is available for maximum real life adoption.
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In-Presence, On-Line or Blended Delivery
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English - Français - Nederlands
Objectives
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Boost your customer-facing team impacts to win the new territories by injecting Start-Up DNA into your practices.
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Adopt the successful behaviors of the market challengers and conquer your new "must-wins".
Align your customer-facing team to crack the new must-wins, applying simple, pragmatic, and proven tools and techniques.
Outcomes
Your customer facing teams can "Sell like a Start-Up" and conquer new territories where you are a challenger:
âž¡ Sell change – not just your solution
âž¡ Prospect proactively – not just wait for the customers to call or just reach-out to your regular contacts
âž¡ Run impactful meetings – not just present your solutions
âž¡ Write persuasive proposals – not just informative proposals
âž¡ Negotiate from a weaker position – not just pushing your own agenda
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Contact us and find how our Program can benefit your company.
They trust us
