One powerful solution that has come onto the stage recently is a value-based pricing software solution that captures the customer’s reaction to a marketing message and provides feedback to marketing, based on the value message that the customer received and the reaction to that message that the sales person heard.
Here’s how it works:
1. When a sales person negotiates with the customer using flexible software that contains marketing’s messaging and value drivers. The sales person can make changes on the spot.
2. When the sales person reaches mutual agreement with a customer on value and price, the messaging and underlying value drivers are modified by the sales person and automatically relayed back to marketing.
3. Then marketing tweaks the message and the process continues, improving the message iteratively, all without an actual face to face conversation. But marketing has the benefit of having been at the sales meeting, even though they weren’t physically there. And sales has the benefit of sitting in on the marketing meeting, influencing their thinking, even though they are still out in the field.
4. The software captures real-world changes based on the customer’s reactions, and a virtuous cycle is started. Marketing has the advantage of a virtual presence at the client meeting. Sales has the advantage of a virtual presence at the marketing meeting. The result is a “virtual conversation” – both groups benefit from the conversation that never really took place.
LeveragePoint embeds the “virtual conversation” between marketing and sales. As the value messages created by marketing are played out with the customer, the sales person makes changes to nail the sale. As the message is refined, it is fed back to marketing.