Sales Readiness

Sales and Marketing Message WorkshopA solution doesn’t sell itself. You have to articulate its value proposition to different stakeholders on their terms, not yours. TELLUS Sales and Marketing Message Workshops arm organizations with a compelling pitch that conveys the most differentiated, tangible, and relevant benefits your solution offers your target buyers. This solid foundation for how and to whom you should sell your solutions laser focuses communications, drives better results and fuels growth.
 

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Who Needs This Workshop

Are you bringing a new solution or service to market? Transitioning to a new application delivery model? Expanding into a new market? Preparing for a venture capital raise? Or just looking to improve the effectiveness of your sales and marketing efforts? Defining and communicating your solution’s unique value to internal employees, target market influencers, recommenders and ultimately end-users is essential to the success of these and many other transformational business initiatives.

Workshop Objectives

TELLUS Sales and Marketing Message Workshops are highly interactive and are delivered in three phases: Pre-study, Workshop, and Post-analysis. In the Pre-study phase, TELLUS works with your team to understand the current business model, competitive landscape, and any sales and marketing challenges and expectations. We use a proven interview approach that taps into the hearts and minds of your customers, prospects and internal team to uncover what they perceive as the real value of your solution. During the workshop, we vet these insights through collaborative, engaging discussions. The engagement culminates with the delivery of a recommended Messaging Platform that captures the essence of what will best engage your stakeholders.

How well do you know…

  • …who your key stakeholders are?
  • …what are the unique motivations of each stakeholder?
  • …how your customers perceive your solution’s value to them?
  • …which anecdotal proof points are most relevant to each stakeholders?
  • …how well your marketing efforts align to your sales strategy?
  • …which content and social marketing strategies will drive the best results?

Deliverables

  • Competitive positioning research.
  • List of identified stakeholders.
  • Profile of typical buyers’ pains, aspirations and buying behaviors.
  • A Messaging Platform document for sales and marketing collateral.
  • Battle card for sales summarizing target, why they care and key pitch points.
  • Availability to resources and access to TELLUS Academy Learning Management System (LMS).

Agenda

  • Day 1: Workshop with Group Breakouts and Presentations
    • Vision and Mission
    • Key Benefits
    • Segmentation
    • Stakeholders
  • Day 2: Group Breakouts and Presentations
    • Personae Profiles
    • Proof Points
    • Tagline and Pitch

Delivery Format

  • Pre-workshop interviews and materials review
  • 2-day on-site interactive workshop
  • Post-workshop summary report and presentation of findings
    • Summary of pre-study phase
    • Workshop findings and decisions made
    • TELLUS senior consultant analysis and recommendations

 
 
 
 
 

WHAT WE OFFER

ECOSYSTEM RESEARCH

We conduct ongoing ecosystem research for our clients to validate software product development plans and to ensure marketing and sales efforts are targeted to the right market segment.

BUSINESS ADVISORY

We provide advisory services for software vendors and system integrators. Our long experience in working with hundreds of organizations and developing tens of solutions provides a solid background for our advisory services.

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BUSINESS WORKSHOPS

We provide different types of business workshops based on the need. We keep building new workshops based on the market need.
 

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BUSINESS EXECUTION

Our business execution packages are built based on TELLUS long experience in brining success to its clients in different go-to-market execution phases.

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EDUCATIONAL PACKAGES

We have worked with Microsoft field organizations globally on different initiatives. Besides Microsoft, we work with independent software vendors (ISVs), system integrators, managed service providers delivering different types of educational solutions.

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