Miro Value Conversation Framework

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Across
  1. 4. - Customer success story
  2. 5. - Build credibility by sharing customer and 3rd party examples (2 words)
  3. 7. - Building trust
  4. 8. - Business benefit
  5. 9. - activities or capabilities that add profitability, reduce risk, and promote growth (2 words)
  6. 11. - Addressing customer concerns
  7. 15. - discuss what would be different/better if their challenges were solved (2 words)
  8. 18. - Uncover how they would measure their success
  9. 21. - Challenges (2 words)
  10. 24. - Story (2 words)
Down
  1. 1. - Anticipating needs
  2. 2. - Evaluating fit
  3. 3. - how we do it better with.. (different than differenciation)
  4. 6. - how we do it better
  5. 8. - discuss what would be different/better if their challenges were solved (2 words)
  6. 10. - point of reference against which things may be compared.
  7. 12. - uncover the challenges the customer is currently dealing with ( 2 words)
  8. 13. - note the benefits that would be evident in this new reality (abreviation)
  9. 14. - Sales conversation guide
  10. 16. - clearly articulate the customer's needs and the miro's value (2 words)
  11. 17. - Key decision factor
  12. 19. - Understanding needs
  13. 20. - Specific requirement
  14. 22. - uncover how they would measure their success
  15. 23. - Valuecommunication