Demonstrate The Business Case & Ensure Value Alignment

May 5, 2023 |

Demonstrate The Business Case & Ensure Value Alignment

The value-based qualification process aims to identify the gap between your Value Propositions and your targets’ pains. In other words, if their existing or future goals, plans, and related challenges look like the ones you or your competitors faced and solved efficiently with existing clients, either they’re a good fit and you can move forward with the relationship or it’s time to part ways.

Unlike IBM’s old BANT approach, which qualified targets by their Budget, Authority, Needs, and Timeline, it is also important to consider a qualification process which applies value-selling principals to add value to the target’s decision-making process. In doing so, it first gauges and validates whether their pains could match and benefit from your products/services’ value propositions.

Once you have determined whether your products/services can help your target to achieve their goals, implement their plan or overcome their challenges, you can start assessing their decision process and where the funding would come from.

Such qualification process is designed to allow organizations to generate or increase their revenue on a specific market or account, by enabling the exploitation of their product/market fit. This facilitates new business development, cross-sell, and up-sell activities, whilst providing a decision-making and team alignment tool.

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