Value Proposition is the collection of resources that can be provided to a customer or employee. Specifically as applied to sales, successful salespeople will strategically reveal to the prospect different aspects of the value proposition at different stages of the buying journey.

1. Understand How Your Value
Proposition Strategy and Tactics
Unfold During the Buying Process
THE NARO GROUP BROCHURE
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Improve Performance.
Drive Revenue.
About The Naro Group
The Naro Group provides
sales leaders with proprietary
sales processes, skills training,
and industry expertise to
create their own unique
selling process in order to
execute their go-to-market
strategy. The Naro Group
leverages CustomerCentric
Selling® (CCS®), a proven sales
methodology for predictably
improving revenue growth
and sales performance, as its
sales methodology of choice.
Contact Jim Naro, President,
by email at:
jnaro@TheNaroGroup.com.
Value Proposition is the collection of resources that can be provided
to a customer or employee. Specifically as applied to sales,
successful salespeople will strategically reveal to the prospect
different aspects of the value proposition at different stages of the
buying journey.
R7 for Sales Enablement Assessment
Unfortunately, it is difficult for salespeople to intuitively know which aspects of
their companies' value proposition are most effective to communicate at a given
stage of the buying journey leading to stalled opportunities. Additionally, as the
number of sales enablement tools proliferate, when and how people use specific
tools becomes more inconsistent and disconnected from important aspects of the
value proposition.
Rarely is the unfolding value proposition assessed over buying stages. The R7
Assessment for Sales Enablement by The Naro Group provides a way to clearly
examine value proposition strategy in relationship to sales enablement tactics.
Value proposition clarity has many benefits including improved pipeline velocity,
sales training reinforcement, and the optimization of sales enablement tools.
1) Which value proposition strategies matter at each stage of the
buying process?
In this assessment the 7 value proposition resources (money, goods, information,
meaning, services, status, and involvement) are statistically determined in
relation to strategic outcomes (e.g., discover needs, champion qualification, and
identifying key players). Figure 1 below shows that the overall value proposition
of any company unfolds over time.
2) How are sales enablement tools aligned with value proposition
strategies?
Next, the assessment statistically determines the proper alignment of sales
enablement tools at each buyer stage. Specific gaps in sales enablement tools vary
by client, but the following are illustrative benefits of the tactical assessment:
For Sales Insights
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transformation.

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Sales Readiness
How quickly and efficiently
are your sales people moving
qualified pipeline
opportunities to closure? Do
your existing sales
methodologies and processes
fully support your sales team?
Do your sales people have the
skills, pipeline models,
forecasting capabilities,
opportunity management,
and planning tools that they
need to succeed? Are they
engaging in the right activities
throughout the sales cycle?
Sales Enablement
Do your sales people have all
the intelligence they need
about your products, markets,
and the competition? Do they
have access to the right
knowledge-based support
tools? Is each member of your
sales team fully prepared to
sell your specific offerings?
Can your sales people have
conversations that engage
buyers and lead them into
sales cycles?
Determine which tools do not provide value in the buying stages
Determine awareness of the tools currently implemented and how they
support each step in the buying process
Identify areas for additional training
Identify gaps in the sales enablement tools
Optimize investment in sales enablement tools
Contact Us
Tel: 603.881.7712
www.TheNaroGroup.com