How Will You Grab Buyer's Attention This Fall? Is Your Value Proposition Provocative Enough to Get You To the Top of the List?

Only a few projects on any organization's list of initiatives stand a chance of getting funded any time soon. So, if what you sell cannot be positioned as an essential part of one of these initiatives, your chance for success is slim at best. Unfortunately, investments in new product categories rarely get funded out of existing budgets. Instead, the funding must come from anticipated savings or new sources of revenue unleashed by solving a critical problem. So, the big question is, "Can you offer a compelling reason to be on the list?" Here's a hint, it better be provocative. Provocations help customers see their competitive challenges in a new light that makes addressing them seem extremely urgent. So, if you want to get on the list or get to the top of the list faster, here are some helpful tips about building a good provocation:

​A Good Provocation:

• Reveals an unrecognized problem
• Suggests an unanticipated solution
• Proposes an unseen opportunity
• Or Defines an unexpected relationship between your organization’s capabilities and the expansion of their success​​​

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