Every Command of the Message engagement begins with a discovery phase. Just like in a sales process, our project team gathers the insights needed about your company, organizational structure, products, industry, and buyers. We will assess how your revenue teams are articulating value and differentiation now, and where the gaps are in the customer engagement process. The output of this stage is our Value Messaging Framework, and the work here ensures all deliverables are fully customized and aligned to your needs.
You play an integral role in ensuring that we gather the needed information from your internal players and your customers to ensure that your Command of the Message program is customized to your organization.
In this phase, your teams gain access to Ascender®, which will provide them with daily content and regular live events that focus on qualification and value-based selling best practices.
When we launch the program to the sales organization, we train your cross-functional teams on communicating value and differentiation in a way that moves your buyers to action. Our delivery approach is focused on making the concepts practical and based on real-world selling scenarios. Concepts will be immediately applied after training. Additional reinforcement and training pre-work is managed through Ascender, our sales acceleration platform.
This step is one area where our customers see the Force Management difference most often. We ensure that the desired behaviors are adopted in the short-term and sustained in the long-term, resulting in the necessary ROI for the initiative.
Our methodology focuses on adoption from the start so immediately after training, your leadership teams, managers and reps understand the critical activities they need to do to leverage Command of the Message in their work environments. All of our engagements are powered by Ascender, our sales acceleration platform. All participants have access to the daily content, ongoing curriculum, community and live events to help keep best practices top of mind and drive consistent reinforcement.