This is what I've been struggling with over the last week as I continued refining our sales process, messaging and presentations. I've been putting together some new material that better portrays ValTeo Tech as the authority on DocuSign implementations. But I don't think that's enough.
I originally wanted to demonstrate that our overall experience solving business problems using technology was our differentiating factor, but I soon realized...well, that's what any and all system integrators will claim. I had to dig deeper and really mirror our niche expertise, where we have significant experience, unparalleled by any other competitor: automating paper-based, manual processes using DocuSign and supporting technologies.
I don't think even that's enough since the words don't quite translate to the actual value received.
In today's video, I'll start off by answering a question posed on my YouTube channel from last week's post, then explain a bit more about how I'm refining this message and what I'm considering to demonstrate the value that we can deliver during an engagement to a customer. I'll wrap things up with some other business activity from this past week. Here are the points I'll hit on:
- Question from YouTuber: What's our segmentation
- What I Learned from a Sales Training Seminar
- Why a Pure Statement of Value Won't Work
- How to Demonstrate Our Value
- Working Through Large Deals
- Taking Up Strategic Partnerships with Product Companies