How

How Value Lifecycle™ Delivers

For any B2B company winning, renewing and growing customers is Job #1 and the primary reason for existing. Customers award you the business because they see the value. Customers stay with you because you delivered the promised value. Customers provide new upsell & cross-sell opportunities because they believe you will deliver value again. In short, Value is the currency of ongoing B2B relationships – and yet it is one of the most misunderstood concepts in business.

Individual Contributor

I want to learn to close “must-win” at my own pace

You don’t want to take away from selling time in the field. Not to worry, the Value LifecycleTM “Winning High-Value Deals” workshop is now available online. In this self-paced workshop, you will master the following new skills:

  • How to develop an irresistible Value Proposition that makes a customer want what you’re selling and want it now!
  • When to present a compelling Value Proposal that will make it easy for the customer to choose you
  • How to quickly and effectively address “Your price is too high…” and other negotiation tactics
  • How to ensure your company delivers the Value (and gets credit) for painless renewals, easy up-sell and cross-sell opportunities

Online Course

Enterprise

my team wants to learn to close “must-win” deals at their own pace

Your teams are limited in the time that can be taken from the field or perhaps travel budgets are restricted. We understand. The Value LifecycleTM “Winning High-Value Deals” workshop is now available online. In this self-paced workshop, your teams can work individually or together to master the following new skills:

  • How to develop an irresistible Value Proposition that makes a customer want what they’re selling and want it now!
  • When to present a compelling Value Proposal that will make it easy for the customer to choose you and know it was the right decision
  • How to quickly and effectively address “Your price is too high…” and other negotiation tactics
  • How to ensure your company delivers the Value (and gets credit) for painless renewals, easy up-sell and cross-sell opportunities

Online Course

“MUST-WIN” Deal Coaching with Steve-Individual

The pressure of “must-win” deal feels often more like “can’t-lose”! Value Lifecycle™ brings clarity and focus by working one-on-one with you to:

  • Define a “Great Deal” for this opportunity and the right sales strategy
  • Articulate an irresistible Value Proposition for the customer
  • Present a compelling Value Proposal to make it easy for the customer to choose you
  • Develop a Negotiation Plan to manage customer negotiation tactics and close the deal

Our objective is always closing better deals for both parties. If you’ve got a critical “must-win” deal, then please give us a call and let our experience help you to the finish line.

“MUST-WIN” Deal Coaching with Steve-Account Teams

Pursuing any “must-win” deal requires the account team to be fully aligned and focused. Value Lifecycle™ brings clarity by working one-on-one with your team to:

  • Define a “Great Deal” for this opportunity and the right sales strategy
  • Articulate an irresistible Value Proposition for the customer
  • Present a compelling value proposal to make it easy for the customer to choose your company
  • Develop a negotiation plan to manage customer negotiation tactics and close the deal

Our objective is always closing bigger, better deals for both parties. If you’ve got one or more critical “must-win” deals, then please give us a call and let our experience put your mind at ease.

I WANT A CUSTOMIZED WORKSHOP TO HELP MY TEAMS CLOSE MORE "must-win" DEALS

Your teams know how to sell, but are they winning enough while selling the best deals for your business and the customer? Our customized, 1 ½ day “Winning High-Value Deals” workshops are designed to supercharge your current investment in processes by focusing on the critical customer touch points and outputs of each process. We believe strongly in the workshop format because adults (and teams) 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, participants will understand how to:

  • Define a “Great Deal” for us and the customer and develop the right sales strategy to pursue it
  • Articulate an irresistible Value Proposition that makes a customer want what you’re selling and want it now!
  • Present a compelling Value Proposal to make it easy for the customer to choose you and know it was the right choice for them
  • Quickly and effectively address “Your price is too high…” and manage other negotiation tactics in order to close the deal with minimal discounting and concessions
  • Ensure your company delivers the value (and gets credit) after the sale so that renewals are painless, referrals are enthusiastic and new up-sell or cross-sell opportunities are readily and willingly offered by the customer

If you are looking for an answer to closing more critical deals, while seamlessly integrating your existing processes, then please give us a call.

THE CFO WANTS CONSISTENT DEAL QUALITY THAT SUPPORTS OUR BUSINESS STRATEGY

Business strategy can be defined as the choices a company makes to achieve a competitive advantage in the marketplace. Are your teams closing consistently high quality deals? And are they closing the right deals that best support your business strategy? Business strategy is often an abstract concept for B2B sales teams. As a result, the de facto business strategy becomes the sum of recently closed deals.

Implementing a Value Lifecycle™ “Healthy Deal” profile enables a company to clearly articulate how the strategy will be executed at the individual 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.

I WANT AN INTERESTING AND RELEVANT SPEAKER AT OUR NEXT EVENT

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. Steve 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 deals.

Recent topics include:

  • “Who Owns the “Why” In a High Information (Low Insight) World?”
  • “The One Thing Customers Can’t Google About You (And It’s the Most Important Thing)”
  • “Dropping the Baton In a SaaS (Something as a Service) Business”
  • “Sales Management is All About the Right Questions (Not Always Having the Right Answers)”

If you are interested in a topical speaker at your next event, sales kickoff, etc. then please give us a call.

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