Value Selling Program

Who Owns Your Model?

Companies, large or small, that truly believe in the economic value of their solutions, have a clear direction from the executive suite to stand behind and communicate value throughout the sales cycle. Chief Executive Officers and Senior Sales leaders don’t leave anything to chance and invest in all relevant talk tracks and sales tools to put their best foot forward in every sales opportunity. They influence the definition of broad value drivers, while the sales engineering, product management and customer success teams manage the details collaboratively in most cases.

These professionals are time and again asked to not only demonstrate their solutions, but also answer the business impact their platform is expected to have on customer environments. While every organization is different, the custodian of the value model largely is the sales enablement function of most companies.

ValueSellingProgram

Getting Your Primary Customer, the Sales Rep, Excited

Value teams’ work is worthwhile to the extent it is leveraged by the account reps in the company. The value model should be:

1

Easily Understood

2

Usable

3

Meaningful

4

Supportable

5

Extensible for it to be deployed in the field

Sales reps will use these tools if three things are true:

1)    Show me the $. They understand exactly what is going to be presented to the customer in the end, and they think it will be compelling for the customers, enabling them to close the sale.

2)    1+1=2. They generally understand the quantitative benefits that are being presented.

3)    Data entry <> tooth extraction. They are confident that it won’t take too much time to get the data points, and they are confident that the customer has the data.

Start Dazzling Prospects with Your Value Proposition Convert your existing ROI model rapidly, or we will help you create one.​