• Introducing the Value Selling System
  • Value Selling - find out how to target your most valuable opportunities
  • Value Selling - find out how to position your distinctive value
  • Value Selling - find out how to engage your most valuable prospects
  • Value Selling - find out how to advance your customer's decision journey
  • Value Selling - find out how to implement a CRM system your sales people will want to use

APPLYING VALUE SELLING TO COMPLEX B2B SALES

Contrast drives change - and whenever your prospective customer cannot recognise a big enough gap between their current situation and their future potential, they are likely to stick with the status quo.

And whenever they fail to see sufficient contrast between the value of your offering and their other solution options, they will either buy on price or choose the most familiar option.

These two challenges have a common cause - the average B2B sales person's inability to establish a clear connection between the critical business issues of their customers and the strategic business value to be gained from adopting their solution.

This struggle to establish distinctive business value is resulting in a wide and growing performance gap between a minority of top sales performers who have mastered the art and science of value selling and the majority of sales people in most organisations whose value selling skills have significant potential for improvement.

CONNECTING CRITICAL BUSINESS ISSUES WITH STRATEGIC BUSINESS VALUE

Many sales leaders are searching for ways to close this performance gap. Some have put their faith in sales training or enablement programmes. Others have invested heavily in CRM and a range of sales enablement tools - without achieving the results they were hoping for. It's because isolated solutions and occasional training courses are never going to create the profound behavioural changes that are going to be required to achieve step-function improvements in sales effectiveness.

If your recognise any of these issues, and if you are serious about addressing them, you've come to the right place. Blending flexible frameworks, proven best practice, intelligent use of technology and progressive skills development, our value selling system® has the potential to empower every member of your sales organisation - from your most recent recruit to your most experienced veteran - to make the connection between the critical business issues of their customers and the strategic business value of your solution.

Please browse our site, read our blog, review our resources - and when you're ready, please drop us a line or book a call.

B2B BUYING

B2B Buying Behaviour

Learn about status quo bias, loss aversion, decision paralysis and the impact of early influence >>

DECISION JOURNEY

Customer Decision Journey

Find out why your customer's decision journey has more impact than your sales process >>

THE VALUE GAP

The Value Gap

Discover the critical role of contrast in establishing your unique differentiation  >>

VALUE SELLING

Value Selling System

Introducing the value selling system®: a field-proven framework for improving sales effectiveness  >>

TARGETING

Target

Systematically identifying and targeting your most valuable opportunities  >>

POSITIONING

Positioning Chess

Systematically positioning and establishing your most powerful differentiators  >>

ENGAGING

Engaging

Systematically identifying, engaging and assessing all your key stakeholders >>

ADVANCING

Sales Funnel

Systematically enabling value selling excellence across your entire sales team >>

OUR APPROACH

Our Approach

Equipping you to systematically improve win rates, shorten sales cycles and increase deal values  >>

FIND OUT MORE...

Whether you're seriously considering implementing a value selling strategy for the first time in your sales organisation, or if you've already embarked on a value-selling journey but are determined to accelerate your progress, you probably owe it to yourself to invest a few minutes finding our whether we might be able to help. Why not book a call today?

EXPERTS IN APPLYING VALUE-BASED SELLING TO COMPLEX B2B SALES

Our value selling system® has the potential to empower every member of your sales organisation - from your most recent recruit to your most experienced veteran - to make the connection between the critical business issues of their customers and the strategic business value of your solution...

TO LEARN MORE ABOUT OUR DISTINCTIVELY DIFFERENT APPROACH TO VALUE-BASED SELLING, CONTACT US TODAY

Visit our Resources Centre

LATEST BLOG POSTS