Choosing the right KPIs for your project: an approach based on objectives and resources
- Entry-level for prospects in the discovery phase.
- Core range offer for standard needs.
- Premium for demanding customers or complex cases.
Also take into account the barriers to purchasing : price, complexity, perceived risk, etc. Each level of range can overcome a different barrier.
Can CROC be combined with other approaches?
Yes. Many salespeople combine it quicksprout provides the answer with SPIN Selling, the SONCAS method, or the Challenger Sale approach. The important thing is to have a structure—and not improvise every call.
Calling has a bad reputation. Too intrusive, ineffective, outdated? It’s a false debate. When used properly, it’s one of the most powerful channels for generating leads . You still need to know how to structure your calls.
That’s where the CROC method comes in. A simple 4-step framework—Contact, Reason, Objective, Conclusion—to capture attention, engage in conversation, and get to the point.
Tools and methods to build your product line
Building a cohesive product range isn’t a b2b companies where tupiniquim does digital marketing matter of instinct. It’s a strategic approach, supported by proven tools and methods. Here are the key levers to activate to build a solid and scalable offering.
Try the Business Model Canvas to structure your ideas .
Use matrices to structure your choices
The BCG matrix ranks your products canada cell numbers according to two criteria: their market share and their growth potential . This helps you decide between stars (products with high potential), cash cows (profitable but declining), dilemmas (to be developed or abandoned), and dead weight (to be eliminated).
The price/perceived value matrix allows you to position your products according to the relationship between their price and their value in the eyes of the customer. The goal: to ensure that each offer remains clear and justified in the mind of your target audience.
Discover our method for conducting an effective competitive analysis .