15. DEVELOP
-3 -2 -1 +1 +2 +3
Status Quo Identify Define Identify Review Make
Threatened New Needs Solution Viable Vendors Approaches Decision
Why Change? Why Us?
35%
Your prospect’s objective:
65% You
Barriers to Your
reaching Power Position:
objective
<Business Pain 1>
SauQo
tts u
<Business Pain 2>
Your differentiators
that help overcome
their barriers
<Business Pain 3>
Them
Point of View Whiteboard Solution Whiteboard
Loosen the status quo Differentiate from competitors
23. DEPLOY
Point of View Whiteboard Power Position Whiteboard
Loosen the Status Quo Set up your unique solution
and show “Why Change” to show “Why You”
65% 35% You
Barriers to
Your prospect’s objective:
Your
reaching Power
objective
<Business Position:
SauQo
tts u Pain 1>
<Business
Pain 2>
Your
differentiator
<Business s
Pain 3> that help
overcome
Them their barriers
Coaching Guide Coaching Video Presentation Customer Video
Script and Storyboard Demonstration Example Online Version Follow-up Version
30. Visual Storytelling Solution
3- Power Position Story
Conversation Roadmap
Why Change? Why Us?
65% 35% You
Barriers to
Your prospect’s objective:
Your
reaching Power Position:
objective
<Business Pain 1>
SauQo
tts u
<Business Pain 2>
Your differentiators
that help overcome
their barriers
<Business Pain 3>
Them
3 Demand Gen Campaigns Point of View Whiteboard Power Position Whiteboard
• 3 Emails • Sales Coaching Guide • Sales Coaching Guide
• 3 Videos • Sales Coaching Video • Sales Coaching Video
• 3 Visual Perspective Papers • PowerPoint Version w/script • PowerPoint Version w/script
• 3 First-Call Prompters • Customer-Facing Video • Customer-Facing Video
31. Visual Demand Gen Campaign
1) Email Copy
Drive reader to video
2) Video Power Play
Loosens status quo
3) Visual Perspective Paper
Documents Point of View
4) First-Call Prompter
Ensure consistent hand-off
32. Marketing and Sales Alignment
-3 -2 -1 +1 +2 +3
Status Quo Identify Define Identify Review Make
Threatened New Needs Solution Viable Vendors Approaches Decision
Demand Generation Sales Execution
65% 35% You Your prospect’s objective:
Marketing
Barriers to Your
reaching Power Position:
objective
<Business Pain 1>
SauQo
tts u
<Business Pain 2>
Your differentiators
that help overcome
their barriers
<Business Pain 3>
Them
Sales