Online event
Developing your proposition: A practical 5 Ps framework for B2B SMEs
Thursday 09 July at 12:00PM
Event endedLearn how to sharpen your business proposition using the 5 Ps.
What you’ll learn
- Define the business problem, pain and root cause your proposition must address.
- Use the 5 Ps to turn feature-led messaging into a clearer buyer-facing proposition.
- Apply Why Change, Why Now and Why Us to improve sales, marketing and outreach messages.
Description
Many SMEs can explain what they do, but not why a buyer should change now. This practical session helps B2B service, SaaS and tech-enabled businesses sharpen their proposition using Closing Foundry’s 5 Ps: Problem, Pain, Primary Reason, Promise and Payoff.
The session shows how to move from feature-led messaging to a clear problem-led proposition that connects to buyer urgency. Delegates will learn how to define the business problem they solve, uncover the root cause behind it, describe the pain of staying the same, and express their offer in plain language that leads to a clear commercial payoff.
We will also show how stronger propositions support better Why Change, Why Now and Why Us conversations in real sales situations. By the end, attendees will have a simple framework they can use to tighten website copy, outreach and sales conversations without adding jargon or complexity.
Speakers
Douglas Mancini
Enterprise GTM Turnaround Operator, Closing Foundry
Douglas Mancini is an enterprise GTM turnaround operator who helps leaders rebuild teams, tighten pipeline-to-forecast rigour and win must-win deals across the UKI and EMEA. His experience spans large-enterprise sales leadership, start-up go-to-market design and key-account growth across software, cloud and infrastructure. Douglas is one of the few sellers globally to have closed several nine-figure deals, has rebuilt enterprise sales teams and installed operating rhythm from pipeline generation to forecasting, delivering results including 85% forecast accuracy and major lifts in pipeline generation and close rates. He has also designed go-to-market functions for start-ups, scale-ups and enterprise, helping build sales, marketing and partnerships to secure first significant revenues.
Charles Talbot
Founding Partner, Closing Foundry
Charles Talbot is Founding Partner at Closing Foundry, where he helps founder-led B2B software teams move from founder-led sales to a repeatable sales motion, and helps sales leaders professionalise their approach through strategic sales enablement. His work focuses on the underlying sales infrastructure: stage exits, qualification, deal control, guided selling and the weekly operating cadence behind pipeline quality and forecast accuracy. Charles has built GTM programmes, AI and CRM-based playbooks, and sales and buyer enablement systems for early-stage and scaling teams, across CX, CCaaS, Martech, Fintech, AI-tech, Compliance and Adtech in the UK, EMEA and US. He is particularly focused on helping founders and early commercial teams turn messy sales activity into a system the team can actually run.