Framemaking Foundational, Ep. 25 - Aligning Stakeholders

Customer Value. If we can get customers to see our value, they'll buy. Especially if we "multithread" across all relevant stakeholders. That's the argument, at least. So we focus on "proof points," ROI documents, personalized "value drivers," and customer testimonials. All in an effort to get customers to say, "We all agree on the value of your solution." It's simple, powerful logic: If customers see our value, then customers buy. Yet, more often than logic should allow, customers don't buy. They decide to "go in a different direction." "Hold off, for now." Or "struggle to get buy-in." So what happened? Did we miss someone? Did they not really see our value? More than likely, the problem is something else alotogether that has nothing to do with you--or your value--at all. And what you'll need to solve that problem is a different kind of approach altogether. Here's how... #framemakingsale #b2bsales #b2bmarketing