Value Statements
Value Statements get you into the game, and to do that, they need to consist of four components:
You need to focus on relevant customer business issues at the right organizational level with both solution clarity and supplier credibility.
Now, let’s dive into a sample Value Statement. Assume that you are an account manager for a software company that specializes in retail solutions. Your target customer is a movie theater company with 100 locations and 1,000 screens that generates about $500 million in annual revenue. Your objective is to sell your company’s new point-of-service (POS) software solution that would operate the movie theaters’ food and beverage terminals. You will ...
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