{"id":43367,"date":"2026-01-14T17:09:35","date_gmt":"2026-01-14T17:09:35","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43367"},"modified":"2026-01-14T17:09:35","modified_gmt":"2026-01-14T17:09:35","slug":"value-statements-need-to-align-with-job-title","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/value-statements-need-to-align-with-job-title\/","title":{"rendered":"Value Statements Need to Align with Job Title"},"content":{"rendered":"

The sales call wasn\u2019t going well!<\/p>\n

I was watching the prospect\u2019s reaction to the salesperson\u2019s statements\u2026<\/p>\n

He said, \u201cIt looks like you\u2019ll gain $24 million annually by implementing our software.\u201d<\/p>\n

La respuesta de los jugadores potenciales fue el silencio. Ninguna emoci\u00f3n, ning\u00fan inter\u00e9s perceptible. \u00bfQu\u00e9 ocurr\u00eda?<\/p>\n

The prospect participants consisted of mid-level managers and their staff members. I heard one staffer mutter to a colleague, \u201c$24 million? Nosotros<\/em> no ver\u00e1 nada de eso\".<\/p>\n

Even though sufficient discovery had been completed, and the numbers were from the prospect, this group remained unconvinced.<\/p>\n

Why? Because value statements need to align with job title!<\/p>\n

There are three interchangeable measures of value: time, people, and money. Each needs to align with the corresponding job title nivel<\/em>.<\/p>\n

What are executives interested in saving or gaining? Money! When speaking to high-ranking prospect representatives like C-suite, senior VPs, and VPs, their metric of interest is money. For these folks, gaining $24 million each year resonates strongly.<\/p>\n

What about middle managers? (Your turn\u2026!) If you said \u201cpeople,\u201d you are correct! Yes, money is of algunos<\/em> interest, and time savings as well, but what do middle managers always request when planning next year\u2019s budget? Personas<\/em>! \u201cWe need more resources\u2026!\u201d<\/p>\n

So, our salesperson translates $24 million into gente<\/em> resources, and we have that number from our example: 12 additional doctors (https:\/\/greatdemo.com\/arithmancy-the-magic-of-numbers\/<\/a>). Our salesperson rephrases, accordingly, when addressing the mid-level managers, \u201cIt looks like you\u2019ll gain the equivalent of 12 more doctors by implementing our software\u2026\u201d<\/p>\n

This time, we see engaged responses from the managers. They can visualice<\/em> 12 additional headcount contributing to their team.<\/p>\n

OK, the executives are now looking forward to an incremental $24 million in revenues and the managers are updating their doctors\u2019 schedules to accommodate the additional doctor-patient interactions represented by 12 additional doctors.<\/p>\n

What about the staff, the doctors themselves? What motivates them?<\/p>\n

One motivation is improved patient care. By seeing more patients each day, they can visualize improved patient care and (hopefully) improved outcomes. And by saving 3 minutes recording their notes with each interaction, they recover 45 minutes cada d\u00eda<\/em> that were previously consumed by laborious manual documentation (to say nothing about readability, transcription errors, etc.!). 45 minutes is a quantity that is easy to picture, and it resonates with the doctors.<\/p>\n

Summarizing, when communicating value, we need to align to prospect job title and level:<\/p>\n