A Customer Goal Narrative Changes Everything
When you make the shift from a sales-driven product culture to a market-driven customer-goal culture, the narrative across your entire organization changes. Every conversation, every activity, every idea and every decision is based first and foremost on how you’re going to help your target customers meet their business goals from the top of their organization down. Here’s the best part. It’s easy for everyone to follow the turn-by-turn directions (execution) that get you from the strategic goals of your target customers to your own revenue and profitability goals.
Situational Learning Simplifies the Culture Change
Our situational learning program is a series of hands-on (situational) workshops that help every part of your organization align its priorities and resources to the business goals of your target customers in a way that supports your own strategic and financial goals. Your teams will learn new skills on the job, and get the supporting tools to make “customer goals” part of their DNA. Most importantly, they’ll learn how to execute those plans and make customers measurably better at what they do. Faster growth and greater market share are the result.
Market & Product/Portfolio Strategy
Strategic goals that mirror the customer’s! Learn how to align your portfolio strategy with the most lucrative markets and the strategic goals of customers in those markets. The stronger the alignment, the easier it is to meet your growth and profitability targets year in and year out.
Eliminate the customer’s organizational silos! The most valuable products and services you can deliver are the cross-functional business solutions that help your customers eliminate organizational silos so they can better execute their own strategy. You’ll learn how to deliver those high-value solutions by eliminating your own silos.
Marketing, Product Marketing & Sales Enablement
Start selling your credibility! Stop marketing and selling products and convince your target customers that you’re as knowledgable about their industry issues and business challenges as they are, if not more, and they’ll buy from you. Products are the proof points. You’ll learn how to transform your marketing and sales enablement functions to do just that.
Inside Sales & Lead Nurturing
Establish a rapport with people you don’t know or can’t see! Learn how to talk to prospective customers about what’s happening in their world. You’ll be amazed at how many sales opportunities those conversations will uncover.
Sales & Pre-Sales
Customer goals are the theme! Do you know exactly why executive buyers are going to sign the contract? The answer to that question is the ultimate reason they’re buying. You’ll learn how to crack the code on that million-dollar question and use it as the theme for selling value to all levels of the buyer organization.
Client Services & Professional Services
Customer successes are born here! You’ll learn how to structure customer on-boarding and implementation plans that help you deliver and measure quantifiable strategic value. There’s no better proof point to your value propositions than customer success stories.
Account Management & Customer Relationship Management
Grow wallet share and improve profitability! The more quantifiable value customers get from the solutions they’re using, the more add-on products and services they’ll buy. You’ll learn how to improve the profitability of your customers by consistently uncovering opportunities to make them more successful.
Superior ROI On Your Training Investment
By eliminating the gap between the classroom and real-world practice, your skills improve immediately. As your organization changes and the makeup of your teams change, the situational learning model gives you the flexibility for ongoing training to ensure the skills of your team stay aligned — without any additional training fees.
A Customer Value Culture Beyond Product Management
We’ll train marketing, sales, account management, product development, client services and all other customer-facing functions. The ultimate goal is a customer value culture across the board.
Results at a Fraction of the Cost
The iterative learning and implementation model all but guarantees results, and the cost per student day is a fraction of traditional training.