"Marketing Strategy: New Business from Old Clients"

"Business Marketing: Warming Up to Cold Calls"

"Business to Business Marketing: Making Sales His Number-One Priority"

"During the Sale"

The migration from product-based selling to value-based relationship sales has many companies struggling to redefine their sales culture. Value-based selling in today’s complex selling environments and heightened customer expectations requires sales organizations to foster much deeper customer understanding. The challenge is to construct a value based selling methodology that is based on solving high-level customer problems, rather than simply building account models that respond to near-term price pressures or are only transaction based.

Baker Communications’ Value Analysis and Modeling is designed to provide a strategic road map for deepening the customer relationship while elevating trust through an exchange of information, thus creating interdependency. Baker Communications looks beyond product lines and service offerings to uncover new ways in which our clients can move from the status of “supplier” to “trusted consultant and often times a partner with less price sensitivity.” Understanding the customer’s business and how their product or service generates revenue or reduces expenses is the first step in creating a value based sales methodology.

Our step-by-step approach to Value Analysis and Modeling looks like this:

Analyze current product and services offerings.

Review and refine target customer profile to reflect value modeling.

Develop "value pyramid".

Develop "Boardroom Issue" strategy.

Develop "Migration Path" strategy.

Develop "Anti-Sponsor" strategy.