Identification of Core Values, Common Core Purpose & Vision & Application to Sales and Marketing: Coaching in Technology Sector

Andrew Boddice August 19, 2011 0
Identification of Core Values, Common Core Purpose & Vision & Application to Sales and Marketing: Coaching in Technology Sector

Sector: Software Development
Assignment: Identification of Core Values, Common Core Purpose, & Vision & application to Sales &
Marketing
Period: 2008-2010

Background

A well-established specialist software company with a global sales footprint wished to review its market positioning, degree of product differentiation & pricing in preparation for a major sales strategy.

Assignment

• To assess the organisation’s core values
• To establish its common shared purpose & vision
• To assess competitor positioning, products & pricing
• To applying the findings to the development of a differentiated sales & marketing strategy
• To test market the approach in discrete sectors
• To encourage product trialling

Methodologies

• Use of various cultural & values measurement & review methodologies to establish subtle alterations in the organisation’s values through maturity of the business
• Interactive workshops with client & stakeholders
• Research amongst the user base & lapsed users
• Review of competitor products, communication materials, & websites
• Feedback loops

Outcomes

A successful review of the organisations core establishing a strategy for Brand development leading to improved positioning, communications, & pricing structures informing how the sales strategy should be developed

The subsequent application of the strategy to the sales pipeline substantially increased product trialling leading to increases in revenue growth & performance

©Myron Partnership 2011

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