Help technical team engage effectively with industry

When BentonsEdge met the prospective Boeing spin-out, Advanced Tooling Solutions, the team had fabricated and tested a prototype tool that promised cost advantages and schedule flexibility to the automotive industry. But the team was unsure about how to sell into the automotive industry.

Our first challenge was to develop a Value-Story™ for the automotive industry. We documented the team’s assumptions about the economic challenges of automotive suppliers, thus documenting the team’s assumptions about the business pains that the new tooling technology was addressing.

By reviewing the Value-Story™ with automotive manufacturers and suppliers, the team tested its understanding of the operational and economic issues as they existed at the time. The team learned that the issues varied depending on the position of who they talked to—manufacturers, suppliers, engineers or marketing executives.

[Next page: our approach]

Are you providing sales coaching and tools for your technical teams to succeed with customers, or will they become frustrated?
[Contact us]

Copyright ©2005 BentonsEdge, LLC, All Rights Reserved

----

Unsubscribe

Message from the CEO

Thank you for visiting our website. See how your peers are overcoming sales, marketing and communications challenges, in the links below.
– Dan Davison, Founder & CEO, BentonsEdge LLC

Selling into a Conservative Industry

"We shocked the industry by winning the largest service contact of the decade."
– Mark Reighard, CEO, Avchem

Writing a winning proposal.

“We faced a must-win proposal effort.”
– Frank Kimball, SVP Sales & Marketing, Avchem

Differentiating a service business in a “me-too” industry.

“We would not have gotten as far as we did as fast without BentonsEdge.”
– Jason Fiehler, CEO, Infūz

Helping a technical team gain market acceptance.

“BentonsEdge helped us simplify our message and gain market acceptance quickly.”
– Bill Smith, Group Manager, Advanced Tooling Solutions, Inc.

Getting a launch customer for a medical device.

“Our relationship with our launch customer was so effective that they invested our company.”
Ric Baldini, President & CEO, REaladi, Inc.

Recent applications of BentonsEdge Value-Story Selling™:

• Selling a new service into a conservative industry.
• Writing a winning proposal.
• Differentiating a service business in a "me-too" industry.
• Helping a technical team gain market acceptance.
• Getting a launch customer for a medical device.