THE VALUE SELLING SYSTEM®
The value selling system® has been optimised for complex B2B sales environments with lengthy and often complicated customer buying journeys that typically involve multiple decision-makers.
The system is designed to enable every member of your sales organisation - from your most experienced veteran to your most recent new recruit - to do a more effective job of selling in the breakthrough zone.
We'll equip them to identify and TARGET your most valuable prospective customers. We'll enable them to POSITION your solution in a way that sets you apart from the crowd. And we'll guide them in what they need to know and do to systematically ADVANCE every opportunity by facilitating their prospect's buying decision process...
PROCESS OR METHODOLOGY?
SELLING IN THE BREAKTHROUGH ZONE
VALUE SELLING SYSTEM®: TARGET
The TARGET module of the value selling system® is designed to ensure that every member of your sales and marketing organisation is in fully aligned agreement about the critical business issues you are best at solving, the common characteristics of the target organisations that are most likely to suffer from them, the roles and titles of the change agents that are most likely to champion the case for change, and the trigger events that are most likely to cause your most valuable prospects to decide to take action... FIND OUT MORE
VALUE SELLING SYSTEM®: POSITION
The POSITION module of the value selling system® is designed to help your prospects to recognise that they have a compelling reason to act and to give your sales people a framework for establishing your unique solution value. The system equips and empowers your sales people to develop personalised value messages for each key stakeholder, and to establish your compelling competitive differentiation against all the other options your prospective customer may be considering... FIND OUT MORE
VALUE SELLING SYSTEM©: ADVANCE
The ADVANCE module of the value selling system® is designed to give your team a clear planning framework for maximising the value of their territories, accounts and opportunities, and for aligning their sales actions with their prospect's buying decision journey. The system guides every member of your sales organisation in the critical sales activities they need to complete during each phase, and the incremental commitments they need to gain from their prospects to create and maintain momentum... FIND OUT MORE
SELLING IN THE BREAKTHROUGH ZONE®
Our VALUE SELLING SYSTEM® has the power to enable every member of your sales organisation - from your most experienced veteran to your most recent new recruit - to SELL IN THE BREAKTHROUGH ZONE® by equipping them to progressively create, capture and confirm your uniquely relevant value for every prospect and customer...
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