We frequently hear Account Managers complain that they have very good relationships with their customers, but they are at too low a level. Account Managers often feel trapped in relationships with existing customer contacts that are not high enough in the organization to influence decisions at an early stage. As a result, they are relegated to 'good supplier' but not considered to be value-added outside of their own limited area of expertise. Opportunities are missed because they can't get to the people higher in the customer's organization who would think of them more strategically.
Getting to the right Value Buyer with the right Value Message is essential. Communicating Value to the different levels within the customer requires understanding how each Buyer defines and quantifies value. Our Business Dialogue Tool helps you solve this all-to-common problem in Value Communication.
Download the Business Dialogue Tool and learn how to:
- Engage executives in business dialogues
- Avoid common business dialogue traps
- Create your own business savvy customer dialogue
- Apply your created dialogue to your next meeting
Complete the form on this page to download the Business Dialogue Tool.