Revenue Growth with a Proven Formula for Success
Value Prime Solutions leverages a set of CRM tools and a blended training methodology – online, instructor-led, coaching and mentoring – to transform your sales and marketing organizations – delivering unprecedented returns.
Leveraging the ValueSelling Framework® and tools, combined with a consulting and training philosophy focused around your revenue generation funnel, Value Prime Solutions executives prepare your teams to compete on value, not price; to become trusted business advisors; and to uniquely differentiate your products and solutions in a crowded market.
THE RIGHT METHODOLOGY, PROCESS AND SKILLS
ENABLING SALES AND MARKETING PROFESSIONALS TO CONNECT TO VALUE
No matter what industry, business model or geography, companies must have three things to achieve their sales goals – a sales methodology, a defined process and a team with the skills to execute effectively within those frameworks.
Value Prime Solutions leverages the ValueSelling Framework® – a proven formula for accelerating results – to enhance sales and marketing teams by focusing on these three areas. By applying a blended approach combining online learning, facilitator lead workshops and classes, and ongoing coaching, mentoring and consulting, we have seen companies consistently beat their targets.
If you have a methodology but no defined process, or a process that is effective but no proven methodology, or a defined process and a proven methodology built with a team without fully developed skills – we can help.
When all three elements are tuned to work together, companies experience far greater predictability in their revenue stream, greater trust in their forecast accuracy, and more confident in executing the right behaviors to increase margins, acquire more customers and enhance the experience of existing customers.
SALES AND MARKETING TRAINING
AWARD WINNING Blended learning to MAKE ALL PROFESSIONALS MORE EFFECTIVE
Value Prime Solutions leverages the ValueSelling Framework® because it allows us to identify your unique business challenges and create a solution tailored to your needs. There is no ‘one-size-fits-all’ solution when it comes to optimizing your sales and marketing engine, enabling the individuals you rely on to generate the growth and capture the returns your company needs.
We work with you to understand your unique sales challenges, to diagnose your specific problems and tailor our approach using a framework proven to accelerate results. Built by salespeople for salespeople, ValueSelling provides a blended learning approach tailored to the way your teams learn – online, in-classroom or one-on-one.
Scalable and flexible, the ValueSelling Framework® can be applied to transforming entire organizations or individuals teams. From revamping your process and methodology to developing the skills necessary, ValueSelling has delivered results with Strategic Account Teams, Account Management Teams, Inbound Teams and any client facing role that relies on developing business and value-based insights to solve complex business challenges.
ValueSelling Associates is an industry-recognized training organization and the ValueSelling approach is known for accelerating your sales results. For eight consecutive years SellingPower and TrainingIndustry.com have recognized ValueSelling Associates as a Top 20 Sales Training Company.
SALES AND MARKETING PROCESS OPTIMIZATION
INCREASE EFFiCieNCY, FORECAST ACCURACY AND SELLING TIME
Your B2B sales and marketing processes are the engine which power your revenue and market share growth. Focused on systematically ‘manufacturing’ prospects and expanding customers, your team and organization need a series of specific steps that allow you to:
- FIND new customers or new opportunities in existing ones,
- QUALIFY them to determine the right amount of effort and focus to apply to them,
- EDUCATE them so they understand the problem they are trying to solve and the options that exist,
- SELL them so they know you are uniquely qualified to solve their problems, and
- CLOSE them so you and your company can begin executing or implementing the agreed upon solution.
The ValueSelling Framework® can be the foundation of your sales process while also providing the tools and enhancing the skills to make your sales and marketing engine run optimally. Through customizing the ValueSelling Framework to your organization and needs, we can:
- Enhance your existing processes so you can keep and improve upon your best practices,
- Design an entirely new sales process that maps to your customer’s buying process and your company’s specific needs,
- Understand, define and improve your own sales processes and best practices to create a scalable, repeatable template for each stage of the sale.
Regardless of size, complexity or level of maturity, we can help you create or customize a sales process enabling you to beat your targets and accelerate your results.
SALES AND MARKETING ASSESSMENTS
ASSESS WHERE YOU ARE. IDENTIFY GAPS. HIRE THE RIGHT PEOPLE.
Sales and marketing are significant investments which must be optimized to generate expected returns. But being too close to the processes and people can make it difficult for sales and marketing leadership to accurately diagnose areas for improvement.
Value Prime Solutions works with clients to conduct assessment workshops, to include leadership in the process to ensure there is a clear understanding of the business issues and challenges as well as ensure they play an integral part in the development of any solution.
From sales and marketing process assessments to the evaluation of teams performance and effectiveness of marketing content and digital strategies, everything we do is focused around providing the value your business needs to achieve your goals.
In addition, through ValueSelling Associates exclusive, certified partnership with Objective Management Group – we offer powerful assessment and sales evaluation tools designed to deliver sales-specific insights. OMG is the original sales assessment company, a pioneer in the industry of sales force evaluations and sales candidate assessments, recognized for five consecutive years by TopSalesAwards.com as the #1 sales assessment tool, and has worked with over 11,000 companies and conducted more than 1 million assessments on sales professionals around the world.
OMG removes the ‘charming’ factor from hiring sales individuals who can present with a perfect track record. When it comes to hiring for sales positions (sales reps, managers and leaders), the OMG predictive Sales Candidate Assessments give you insightful results so you are making a fully informed decision.
- 92% of candidates, recommended and hired, reached the top half of the salesforce within 12 months
- 75% of candidates that were not recommended, but hired anyway failed within 6 months
SALES SKILLS DEVELOPMENT
Investing in skills development accelerates results
Achieving the status of being an ‘A Player’ in sales requires understanding, developing and working to perfect a set of perishable skills. If a coach tells a basketball player that his free-throw form is off and his percentages down – the player who wants to be the best does not make excuses. He goes to the free-throw line and practices repeatedly, putting in the effort to be the best.
The same is true of the best sales and marketing professionals. They understand skills such as demonstrable business acumen, active listening, focusing and selling on value, consistent prospecting, and closing or negotiating are skills that must be developed, practiced and honed.
The challenge is more than 55% of sales professionals have never received any formal training and less than 50% of companies aggressively invest in sales training and enabling their teams. And then they wonder why the targets are not achieved and quotas missed.
Value Prime Solutions leverages a proven approach to skills development – focusing on the individual, enhancing existing skills and installing those that are missing. From best practices and skills tailored to presentation skills, prospecting prowess, conversational acumen and skills needed at each stage of the sales process – Value Prime Solutions delivers training and coaching that increases effectiveness for the individual, team, and company.
Managers are the make or break point for sales teams. We Make them stronger.
Change is not an event – it is a process and evolution leading to revolutionary results.
For that reason, we provide a fully supported environment and solution set to ensure the ValueSelling Framework is effectively installed, adopted and leveraged on a continual basis. One of the critical elements of success is ensuring sales and marketing managers are equipped with the insights, tools, and support to ensure adoption and realize results.
Focused on the managers we have tools and techniques to help them integrate ValueSelling with all aspects of their team’s operation, best practices for applying the tools, coach them to be the resident experts, reinforce the tools and practices with their teams, and most importantly, establish metrics and measure effectiveness.
Whether managers need support on process, methodology, skills development, measurement systems, tooling (CRM/SFA), or management support, our solution provides the answer and includes:
- Individual / group coaching for managers, trainers and individuals,
- Video tools to reinforce ValueSelling behaviors and principles,
- Software tools designed for easy integration with existing CRM/SFA programs such as Salesforce.com and Microsoft Dynamics.
Buyer experience and engagement depends on how your teams engage
Value Prime Solutions and the world-class associates of ValueSelling Associates are proven professionals and former sales and marketing leaders who have also become certified, professional trainers. We understand your sales and marketing challenges because we have not only been there, but continue to build our businesses using the same methods and tools we use to train your teams.
We understand that today, one of the primary focuses of sales and marketing is the development of an authentic, value-based relationship and the delivery of an experience your buyer’s come to rely on. Sales and marketing professionals must become trusted advisors, must increase the value in their processes and approach, and at the same time be able to qualify and quantify the levels of investment needed at all stages of the sales process.
We work with you to assess your current competitive landscape, market segmentation, and buyer personas; align internal stakeholders around a tailored teaching program; execute to operationalize the sales training program ensuring consistent retention of skills; and transfer ownership of the program to your managers to enable measurement and tracking.
Focused on transforming your team into a customer-centric organization capable of delivering your buyers a differentiated and unrivaled experience, we apply a whole-market approach to design your go-to-market strategy. During the engagement we will uncover and train your team to:
- Understand the implications of your competitive landscape,
- Understand and proactively address the needs of your buyers and their industry demands,
- Consistently qualify your opportunites,
- Accurately forecast sales,
- Expertly advance qualified opportunities,
- Close opportunities when forecasted.
Sales and Marketing are practices which involve the entire company
It takes more than a training program to change employee habits and behaviors. Long-term change requires involvement, execution, and reinforcement at all levels of your company. Value Prime Solutions understands and can enable all facets required to execute organizational change including:
- Evolution and alignment of executive business objectives and the way they are framed,
- Communication and reinforcement strategies at all levels,
- Employee alignment with management processes,
- Employee focus and understanding of executive objectives,
- Agreement on compensation, measurement systems, rewards and recognition.
Our approach to change is holistic. We begin with the desired end-result, and reverse-engineer the steps required to arrive there. Our methods allow us to identify any roadblocks and enablers, and proactively address all issues before they become problems.
The ValueSelling Framework® is more than a training program. It is a change management initiative that spans the entire enterprise. Our system stretches from sales to sales enablement, sales operations, marketing and customer service. This comprehensive system creates a satisfying and mutually rewarding sales experience for you and your client, from start to finish.
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