Level 3 of 6 above the wall
Strategies
The actionable plans to achieve the Goals. They tend to map to one of three value drivers: increase revenue, improve efficiency, or reduce risk.
What great looks like
The customer's own plan to reach the goal, with a clear line of sight to it, mapping to one of three value drivers: increase revenue, improve efficiency, or reduce risk.
The common mistake
Pitching your strategy instead of theirs, or naming a strategy with no visible line of sight to the goal.
Example: Amazon at this level
Increase customer loyalty through dramatically better service.
The how, researching this level, building a hypothesis, and evolving it with the customer, is what we go deep on inside MEDDICC Membership.
Build a Value Pyramid for your most important account.
It is free, there is no login, and the coach will tell you the truth about where it stands.