Services

Objective:   Develop clear and compelling positioning of your solution’s value to a prospective buyer by thoroughly understanding your buyer’s challenges and your solutions differentiators.  Thereby, creating a direct call-to-action by increasing  buying urgency and position your solution as differentiated to other options.

Approach:

Clearly define the problem(s) solved by your offering, including impacted stakeholders and use cases.

Articulate key differentiators of your solution, ensuring buyers understand its unique value compared to alternative solutions.

Address the current gap in problem framing—clarifying what types of entities or individuals face challenges and your solution is critical to your prospect’s success.

Sample Deliverables:

Messaging that resonates with buyers and addresses competitive positioning.

Battle-cards that enable your sales team to quickly articulate your solutions' value.

Create a detailed approach to bringing a new product to market, or bringing an existing product to a new market.

Approach:  A highly collaborative approach that aims to understand the offering, the current challenges bringing the product to market and any market forces affecting entry. This will be complemented by external research (e.g.,surveys and interviews) to gain the broadest possible understanding of the market opportunity.

Sample Deliverables:

WHO - What are the target markets/industries, buyer personas and their pain points? 

WHY - What is the value proposition for the targets and personas?  E.g. Use Cases/ Case studies.  How does the competition stack up?

WHERE - What verticals or geographies have the greatest pool of prospects?

WHEN - When is the best time to launch?  E.g., are there buying cycles unique to the target market(s)?

HOW - What sales, marketing and product support is needed to successfully execute on the GTM strategy?

Focus your demonstrations on the problem your solution solves rather than what your solution does.

Approach:

Shift the demo from a product-centric to one that first establishes the buyer’s problem and positions your offering as the necessary solution.

Integrate storytelling to create an emotional connection with the buyer.

Identify common buyer questions and objections and identify ways to proactively address within the demo.

Articulate the risks to your prospect of inaction

Sample Deliverables:  

FAQ documentation for internal sales enablement

Customized Opportunity Roadmap 

Create a customized template for a salesperson to use as sales opportunities develop, increasing success and scalability across the team through the use of common language and questions.

Approach:  Work with your sales teams to understand the current sales process through detailed discovery that will create:

Opportunity overview - buying organization, need, solution alignment

Buyer map - persons involved in purchase decision and the role they play 

Risks and Mitigation - identify the known risks and establish mitigation strategies

Mutually Agreed Action Plan - a ‘Close Plan’ developed with the buyer to ensure critical steps have a clear and agreed upon deadline

Sample Deliverable:  Opportunity Roadmap Template

Create a customized and scalable methodology specific to your business

Approach:  Through a collaborative process with your sales team, break-down recent sales wins and losses to understand inconsistencies within the current sales process and develop a consistent and effective methodology that will increase success.

Sample Deliverable:  Train your team on the methodology, creating greater consistency and common language enabling great scalability and sales success.  Methodology will include the development of a customized Opportunity Roadmap template for continued use by your sales team.

Advance large sales opportunities and increase likelihood of closure through individual coaching.  

Approach:  Through a collaborative deal review process Using LCG’s Opportunity Roadmap and best practices your sales team will create a plan to progress and close their most important opportunities. 

Sample Deliverables:  

Opportunity Roadmap for specific opportunities, to include structured opportunity overview, buyer-map, risk identification, risk mitigation and time-based close plan intended to be presented and agreed upon with your buyer.

Ongoing deal support as opportunities progress.

Provide experienced sales leadership through a flexible retainer-based model—giving you executive-level support without the commitment of a full-time hire. 

Approach:  Embed a senior revenue leader into your organization, functioning as part of your internal team and contributing across sales strategy, team development, and operational execution.

Sample Deliverables:  

Customized based on engagement needs and business goals.