Your Value, from your Prospects’ Perspective

Prospects’ Perspective Controls Sales

Sales is about Prospects’ interpretation of value, not value. 

Value cannot be known until after the sale.

Influencing Prospects depends on making them feel understood.

But most Sellers are Stuck in their Own Perspective

They focus on their product and try to demonstrate or “prove” its value.

The outcomes are familiar — Prospects:

• Ignore Sellers

• Buy from competitors with objectively worse solutions, and/or 

• Never seem to “get it”

Parable Increases Engagement and Sales by Adopting your Prospects’ Perspective into Messaging

Parable develops messaging that focuses on your Prospects’ business goal and priorities, and engages them by mirroring their emotions and desires about them.

Engaged Prospects listen to you. They are willing to have a meaningful discussion on your product, features and value.  This means more sales for those who create more value.

Your Messaging is your Corporate Strategy when it’s Focused on your Prospects

• Every employee can effectively represent and sell company value 

• Messaging framework guides GTM outreach, content creation and sales operations

• “North star” for product development to ensure focus on Prospects’ Goals

Parable Offers a New Perspective on Sales and Marketing. It's not for Everyone.

• Regardless of the product or market, your B2B Prospects are very similar. They care about profit and themselves. They do not care about you or your product.

• All sales (including the IPhone) are emotional decisions that are then justified by logic 

• In early stage sales, what you say is more important than what your product does (including for so-called “Product Led Growth”)

• Positioning your Prospects >>>>>> Positioning your Product