Our Services

Product180 lives with our feet firmly planted in two worlds: we ask the critical questions that gifted marketers ask, and translate the answers into actionable sales messages, tools and training that salespeople crave.

And we validate everything with your best customers, using our Marketing for Sales process.

Value Proposition Audit
Not sure you have a Killer Value Proposition? Running into sales headwind? Fighting price wars to win new accounts? 60% of companies surveyed admit that they DO NOT have a Killer Value Proposition, with another 12% admitting that they’re not sure. You already have a marketing department, salespeople making calls, and a flow of leads – why not ensure that you can connect with prospects and move them to action – with a Killer Value Proposition? Avoid being confusing, boring or irrelevant: audit your value proposition today.

Value Proposition / Messaging Deep Dive
First, we “Get inside your business AND your customer’s head” to validate:

1. Who is your ideal customer?
2. Why do they buy?
3. What language do THEY use to describe your product?
4. What do THEY say your secret sauce is?
5. What’s their REAL buying / conversion process (not Salesforce.com stages)?
6. Why do your Sales Rock Stars align so well with customers, and how can you replicate that across
   your sales force?

A typical Deep Dive is transformative (see Fans), lasts 4-6 weeks, and delivers your Secret Sauce (key differentiators), building blocks of your Killer Value Proposition, customer message threads, customer personas, the customer buying cycle, and our trademark 'Marketing for Sales Roadmap' that links customer buying behavior, your sales process and tactical marketing activities so they are aligned with how customers buy. Also included is a detailed plan on how to inject additional momentum into your sales process via message, sales tool and marketing automation improvements, and a jump list of new Killer Sales Tools that capture and convey your newly refined value proposition and messaging.

Killer Messaging and Positioning

It’s one thing to have a Killer Value Proposition. It’s another to convey that effectively to potential customers via your salesforce, marketing, website, etc. So, we craft compelling messaging that resonates and moves your buyers to action. The magic of our customer messaging is that it’s created and validated with CUSTOMER INPUT, not ideas floated in a conference room.

Killer Sales Tools

Once we identify exactly why your best customers buy, what their buying cycle is, and the drivers that cause them to choose you, we can create Killer Sales Tools that can be injected into the buying process. Killer Sales Tools are designed to inject momentum, overcome objections, address specific concerns, and speed time-to-revenue. In many cases they are crafted to articulate the secret sauce that has moved your best customers to buy – but is generally unknown to prospects, even after a cursory sales conversation.

Examples of killer sales tools include: Buyers Guides, Vignettes, Life as a Customer, Webinars, Video, Audio and a variety of other ‘carriers’ that convey your crisp, refined message. Email us for samples.

Killer Copy

In a study of 60 New England service & technology companies, we found that 70% of them had marketing, websites, and customer-facing materials that were confusing, feature-laden, and irrelevant to the customer buying process. Separately, over 160 companies admitted that their target prospect had no idea why they should buy from them before a sales conversation ensued. No amount of marketing spend can overcome language that clutters and confuses the buying conversation. Clarity itself is a competitive advantage – why hide your great product or service behind copy that pushes people away?

Killer Sales and Marketing Alignment
Nothing changes if crisp, compelling language and killer sales tools sit on a shelf. So, we equip all your marketing, sales and customer-facing staff in multiple ways:

1. Align your entire team behind your crisp, powerful message
2. Immerse the team in key customer discoveries so they understand what makes them tick, and what
   causes them to buy
3. Train on Killer Sales Tools that reinforce your message and overcome objections
4. Train and test for Rock Star behaviors that already work inside YOUR company
5. Regularly test and reinforce both message and Rock Star behaviors to ensure your investment pays
   off consistently over time

Initial immersion typically occurs in the first few weeks after delivery of sales tools.

Ongoing alignments occur monthly, then quarterly, then semi-annually as your salesforce absorbs its new ‘secret weapons.’