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Customer Success Tip: June 2017

Format: Release Notes

Posted in User Content

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Customizing Your Stories with Unique Value Propositions

Did you know that you can customize your Value Proposition story with LeveragePoint? Not only can you craft just the right flow with custom slides and ordering, but you can also change the key variables that make up the story. Doing this lets you give your customer a true picture of the value of your product, engages the customer in a unique way, and allows you to get to the next phase of the sales process with much less friction.

Typical vs. Actual Data

Imagine dynamically adjusting your sales conversation based on the customer’s actual data instead of typical industry data. With just a few questions, you can tailor the presentation to match your customer’s unique information. This will allow the customer to see the impact of your product and make it very clear that your product is the correct one to purchase.

A Better Conversation

That data leads to a much more engaging conversation. Those few discovery questions you ask up front get the customer thinking about what is really important to him or her. Then they’ll see their actual data and how your product impacts their bottom line, and be much more willing to get in-depth than if you were simply delivering a “cookie cutter” presentation.

Get the Next Call

The goal of any sales conversation is to get to the next phase in the process, from discovery to mid-funnel to closing. The more prospects that make it to the next phase, the more new business you’re going to achieve. Having strong conversations at every phase is hugely important, and the Unique Value Proposition that you created early in the process can follow that customer through the journey.

You spent a lot of time and energy creating your Value Models in the LeveragePoint platform. Take full advantage of the platform’s power and create dozens of customer-specific, Value Propositions. Show a customer how your product will make them look great to to their boss, not only in theory, but with their actual data and facts.

To learn more about creating Unique Value Propositions, contact Craig Blum, Vice President of Customer Success at customer_success@leveragepoint.com.

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