{"id":2079,"date":"2023-06-19T18:03:29","date_gmt":"2023-06-19T12:33:29","guid":{"rendered":"https:\/\/mybookalert.com\/dev\/gtm360\/?page_id=2079"},"modified":"2023-06-19T20:40:13","modified_gmt":"2023-06-19T15:10:13","slug":"offering","status":"publish","type":"page","link":"https:\/\/mybookalert.com\/dev\/gtm360\/offering\/","title":{"rendered":"Offering"},"content":{"rendered":"\n
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Offering<\/h1><\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n
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Create Razor Sharp Marketable Items<\/h2>

Positioning, Packaging, Targeting and Messaging<\/p><\/div>\n<\/div><\/div>\n\n\n\n

With over 416 sales representatives trying to meet each FORTUNE Global 2000 executive, B2B tech vendors face a huge challenge in breaking into the target market. The problem is further exacerbated by the Internet-enabled Buyer 2.0 who doesn’t reach out to sales until much later in their purchasing process than before.<\/p>\n\n\n\n

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From our experience and according to the guidance from various research analysts, salespersons need to engage with prospects earlier than before. Can they do this with their traditional solutions-selling approach, feature-benefit statements, and the like?<\/p>\n\n\n\n

No chance! At this stage, the prospect’s needs are nebulous. They won’t vibe with messaging specific to a brand or company, no matter how powerful it is. To succeed at the early stage, sales need to articulate what business value their products or services add to the prospect’s company in the context of the prospect’s specific situation.<\/p>\n\n\n\n

Enter Marketable Items.<\/p>\n\n\n\n

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Using the deliverables of this phase, many technology products and services customers have engaged earlier with prospects and succeeded in dislodging incumbent vendors.<\/p>\n\n\n\n

The activities involved in the OFFERING phase are<\/p>\n\n\n\n