Stage Three — Lighting the Fuse Stage Three Deliverables: FUSE Messaging Template for Client Discussions Relationship Model & Workshop Value-Based Lead Generation & Marketing Plan Referral Program Stage Three Summary: The benefit received from this stage is new business creation as a result of effective relationships that are built on value sharing. When buyers don’t perceive any value from their interaction with you, your position and the buying process will dramatically change. There are several levels associated with building relationships that move from being simply a vendor up to being a trusted advisor. We deliver a Value Creation Template and perform a workshop to elevate skills where each advancement will result in increased credibility, executive access, repeat business and a decrease of competition, price sensitivity and sales cycle length. Your team will have a strategy for executive discussions that prospects will appreciate because they are getting information of value from it. Building genuine relationships creates an opportunity to earn trust. Trust transcends above competitive influence and enables you to proactively solve problems and drive the sales cycle. Internally, it creates a common team-based culture that is focused on the customer. We deliver a Relationship Building Model that aids in establishing relationships based on awareness, alignment, connecting the dots and listening. It is our goal to work with you to gain an elevated status with your customers and your peers. We will also examine your lead generation activities and work with your marketing team to improve the effectiveness of this outreach. We’ll build a Lead Generation Strategy to reach prospects that have not traditionally been aware of your solutions or haven’t been included in the prospect value chain. Finally, because our research indicates that referrals are 18 times more successful than “cold” lead generation activities, we will define and implement a Referral Program that builds upon successful projects, grows the pipeline and expands your professional network. Read about Stage Four next: Fanning the Flames