Are you selling "what" or "wow"?

Chances are, it began with one simple but compelling premise. When the first few buyers came into the tent, the momentum created the company you have today. Then, the listicles of features expanded. Perhaps you acquired new products or whole companies.

Today, you have dozens or hundreds of features, functions, benefits, price points, and so on.

Does this sound familiar?

All too often, the accumulation of features and benefits take us off course. Sales finds itself with PowerPoints full of "whatsits." How can we get back to basics? What is a practical hierarchy of "wow" factors that truly sells?

Maybe you have grown from executive-led selling, top-to-top. Today, you may have many salespeople, channels or partners. They may even work worldwide and localize your services or products to fit various segments. Your messages grow diluted and less effective.

Meanwhile, competitors and substitutes continuously splinter and pop-up on a daily basis. It feels like sand between your fingers.

Positioning is both art and science.

How you package or bundle, your pricing, the training of your people and partners...these are key ingredients. You also have incredible knowledge inside your ranks. Sometimes it is easily lost or overlooked. Honestly, we may be guilty of "shooting the messenger" or simply not have systems or process to capture the voice of the customer.

Positioning is both an exercise and a process. Merton Way's role is to instigate the investigation, gather key datapoints and commit your leadership to critical thinking in a guided format. We help you arrive at some practical conclusions.

Merton Way's experience in product and service market positioning includes SaaS, general contracting, education, and non-product. Research and experience go hand-in-hand to help clients arrive at effective answers.

Then, if you wish, we can assist in implementing a process. How can we create a living practice of intelligence gathering and re-positioning? What do your product managers or key executives needs to trigger new decisions?

Together, we can help your organization keep an edge to remain as profitable and competitive as possible.

Let's bring back the Wow factor.