The advancement of complex solutions, fluctuating customer requirements, and competitive forces are putting more pressure on marketing professionals to create and measure the results of new high-value products and services being introduced to the market. The cycle time from product creation to a successful product launch, with measurable customer results, leaves no margin for error.

Simultaneously, existing complex solutions lose traction as customers have difficulty understanding and quantifying the value of various products and services and how they could contribute to their businesses. The result: the downward spiral to commoditization of high-value solutions and less than profitable sales results.

From product launch, to marketing, to tactical sales training, to field implementation and coaching for complex sales, our customized Diagnostic Business Development^® programs and consulting services assist our customers in optimizing and executing their go-to-market strategy.

• Stage 1: Strategic Value Performance Assessment: Assess the current

value defined and understood by you and your customers

• Stage 2: Value Performance Analysis: Identify uncovered and misunderstood value
• Stage 3: Quantify and Sequence Value Capabilities
• Stage 4: Value Simulation and Customer Validation: Identify high-value

opportunities; build diagnostic conversation maps and a value hypothesis to connect to the multiple people and departments your value will impact

• Stage 5: Value Capability, Transformation: Take it to the field sales

organization with a strong business case and diagnostic conversations that connect your high-value and now quantified solutions to your customers’ net profit, and to the most powerful people your solution can impact

• Develop processes, assessments and skills for conducting diagnostic customer

engagements that uncover the business issues and concerns from their point of view

• Build diagnostic models, roadmaps, and sales collateral
• Build a global vocabulary that navigates your message clearly through diverse

business cultures

• Accurately assess current processes and marketing strategy
• Evaluate cross-functional support and flow of information
• Define competitive strengths and threats
• Examine performance gaps and growth potential
• Define, quantify, measure and message unique competitive value
• Develop marketing execution plans that track directly with sales

performance objectives

• Bridge the gap between marketing strategy and sales results

Prime Resource Group helps its clients quantify and measure unique competitive value and execute a value strategy with a comprehensive, end-to-end, Diagnostic Business Development methodology for complex sales, all supported by highly sophisticated tools, reinforcement programs, and an exceptional team of management consultants.

Prime Resource Group can translate your market strategy into profitable sales results.

Results: Wayne Hutchinson of Shell Global Solutions