In the B2B world, winning, renewing, and growing customers is the life blood of business. Our system has been refined over 20 years supporting thousands of complex B2B deals around the globe – from both the selling and buying perspective. The Value LifecycleTM system does not replace existing sales, negotiation and account management processes, but rather leverages these existing investments by focusing on a few critical customer touchpoints and outputs across each process. We ensure these “critical few” are effectively executed to achieve world-class results.
Pursuing any “must-win” deal is often characterized by sales reps and account teams as something closer to “can’t-lose”, which only ratchets up the pressure! Value LifecycleTM brings clarity and focus to the sales campaign by working one-on-one with the sales rep and extended account team to first fully qualify the opportunity. Next we determine a “Great Deal” for this opportunity to ensure everyone is aiming at the right target. We then guide the team through developing the right sales strategy, articulating an irresistible value proposition, followed by presenting a compelling value proposal to the customer.
Finally, we support the account team as they develop a negotiation plan and then prepare them to manage customer negotiation tactics and close the deal. Our objective is always bigger, better (for both parties) and faster deals! If you’ve got one or more critical “must-win” deals that are getting a lot of senior management attention, then please give us a call and let our experience put your mind at ease.
Your teams know how to sell, but are they winning their “unfair share” while selling the best deals for your business and the customer? Our “Winning High-Value Deals” workshops are designed to supercharge your current investment in processes by focusing on the critical customer touchpoints and outputs of each process. We believe strongly in the workshop format because adults learn better by doing. Novel concepts, new ways of thinking and world-class tools are quickly applied to real live opportunities each team or participant brings to the workshop.
This interactive format emphasizes participation, deep discussion and pragmatic problem solving. By the end of the workshop, each team or participant will understand what they really know about their live opportunity, but more importantly, they will comprehend what they don’t know and why it’s important. Each team leaves with an Action Plan to execute against that opportunity. This is an ideal point for frontline sales management to take over in order to coach and guide their teams to the finish line. If you are looking for an answer to closing more critical deals, then please give us a call.
Your teams are limited in the time that can be taken from the field or perhaps travel budgets are restricted. Not to worry, the Value LifecycleTM “Winning High-Value Deals” workshops are now available online. The proven workshop format has been transformed into a self-paced program that also emphasizes immediate application to a live opportunity. All of the novel concepts, new ways of thinking and world-class tools are built into this program. If you are looking at a lower cost approach with less time out of the field, then please click the button below.
Business strategy can be defined as the choices a company makes to achieve a competitive advantage in the marketplace. Are your teams closing low variability / high consistency deals? And are they closing the right deals that best support your business strategy? Companies can talk all they want about business strategy in the abstract, but for B2B firms, the de facto business strategy is the aggregation of recently closed deals.
Implementing a Value LifecycleTM “Healthy Deal” profile enables a company to clearly articulate how the strategy will be executed at the individual customer deal level. In short, it gives management a “granular” tool with which to both align sales and strategy and to execute that strategy—one deal at a time. Let’s face it, if we haven’t defined the ideal “target” we want the salesforce to hit, how can we expect them to hit it? If you want to execute your strategy more effectively while consistently closing deals with better economics, then please give us a call.
If you want an interesting, provocative and informative speaker who challenges conventional wisdom and the status quo when it comes to B2B buying and/or selling, then Steve Thompson may be your answer. He has spoken at hundreds of corporate and association events to diverse audiences ranging from C-level to field sales and engineers. Seeing major business deals from both the buying and selling side gives him a unique perspective to comment on issues pertinent to B2B selling.
Recent topics include:
If you are interested in a topical speaker at your next event, sales kickoff, etc. then please give us a call.