Insights and Research for Marketing, Sales Development and Sales

Over the past few months, TOPO has covered the importance of using extreme value in differentiating during a time of uncertainty. Here is the difference between extreme value and high value offers and how to use high value offers to drive virtual selling success:

EXTREME VALUE – Actions that meet or exceed the buyer’s expectations across every touch point of the customer lifecycle

HIGH VALUE OFFER – An extremely valuable interaction with a prospect that provides useful information or shares an exclusive experience

Check out the video session on this topic from our recent TOPO Virtual Summit or view the slides.

Here is the executive summary:

4 Tenants of High Value Offers

1.Buyer-centric: The purpose of the meeting is to address a buyer’s known challenges and accelerate their time to business results

2.Addresses information gaps: Provide a point of view, insights, and expertise in order to overcome known challenges

3.Dynamic experiences: Adjust the style, pace, and tone of the meeting based on the needs of the buyer and their team

4.Expert facilitation: Leverage internal experts and facilitation skills to deliver an experience that prospects feel like they would pay for

How to Use High Value Offers Right Now

1.Capture the buyer’s mission-critical priorities and known challenges.

2.Select Information Gap => Buyer Experience=> Format

3. Design The Offer To Help Overcome Challenges

KEY TAKEAWAYS:

1.High value offers are buyer-centric

2.Design the offer to address information gaps

3.Offer dynamic experiences to compel key stakeholders to attend

4.Leverage expertise and facilitation to deliver exponential impact

5.Start tomorrow

Want to move faster than tomorrow in providing high value offers? Contact us today to get started.