Value Transformation for Sales and Marketing Executives
Competition in the B2B space increases daily. Market complexities abound. Finding and connecting with buyers is no longer as simple as creating compelling content. How are companies to compete effectively?
By structuring a sales and marketing strategy around a relentless focus on the customer’s definition of value – in the field, on the phone, across the web and in the channel. Connecting, competing and differentiating on value is the quickest way to increase revenue and beat your targets. Value Prime Solutions sales training is the answer.
Alignment. Strategy. Methodology.
The most effective, profitable and successful companies are lead by teams of executives that share a vision and strategy. A cohesive group of individuals known for their ability to communicate clearly and consistently. Value Prime Solutions works with Executive Teams to ensure they are in alignment, speaking a common language and are driving the adoption of the ValueSelling Framework® throughout the organization – from top to bottom.
The result is a unified, customer-centric, execution model focused on value, a company leveraging a consistent framework for ensuring everyone knows how to effectively contribute, and teams enabled with tools to quickly and effectively uncover and connect to a prospect or customer’s value – to understand what will provide them a reason to change and increase their loyalty to your company and solutions.
Value Prime Solutions applies the ValueSelling Framework® to enable you and your team to:
- Improve predictability in your revenue stream
- Increase productivity of your sales and marketing teams
- Enable communication across the organization
- Improve processes to increase efficiency
- Coach, train and develop you and your teams
Chief Revenue Officers
A Solution By Sales Professionals, For Sales Professionals.
Chief Revenue Officers face unique challenges in today’s business environment – optimizing the structure of the sales engine, attracting and retaining top talent, adapting to changes in the workforce and market, and consistently delivering financial results to name a few.
Value Prime Solutions understands what you face on a daily basis because we have been there as well. We understand the power of a unifying methodology and common language; how a common framework enables faster, more accurate communication, and increases in individual productivity; the importance of enabling your teams for success and providing them the tools to be successful when working with clients and prospects.
Value Prime Solutions leverages the ValueSelling Framework® to:
- Deliver a common, business-based, value-focused language across your teams
- Increase sales productivity with fast and efficient tools to enhance or define your processes
- Increase the number of your team achieving their targets – an average by 26% across the board
- Coach and mentor managers to support their teams effectively and reinforce the right behaviors
Measure Performance. Accelerate Results. BEAT YOUR TARGETS.
Sales Leaders spend their days at the center of the storm – working with teams or managers to assess the current state of the forecast, pipeline, strategic deals and results being generated by channel partnerships. They face specific challenges ranging from increasing opportunities at the top of the funnel, working to effectively qualify leads and coach their teams to focus where their efforts will produce the greatest returns.
Beyond the normal rigors of leading teams, there is a need to stay informed of what is happening in your market, stay on top of emerging best practices, and consistently evaluate what is working and what is not. And when current strategies, processes, and tactics are not producing the results that will enable you to beat your target – you have to take action – to make changes.
Working with Value Prime Solutions we can enable you and your team to increase agility, effectiveness, and results by customizing your sales training and applying the ValueSelling Framework® to:
- Understand how to define and execute sales campaigns
- Drastically reduce the number of deals lost due to ‘price’
- Leverage a proven process to manage conversations and level skill sets across your teams
- Increase forecast accuracy and evaluation of opportunities
- Create individual goals and objectives for members of your team and manage performace
- Leverage proven tools and processes to increase revenue generation
Consistently Drive to Value and Deliver Results.
Many companies increase their market penetration through creating and leveraging a channel or partner strategy – educating others to deliver your message to a broader audience. The challenge becomes ensuring channels and partners understand how best to uncover value in the mind of the buyer and connect your solutions effectively to their need.
How can forecasts from channels and partners be relied upon if those companies are utilizing a different sales process and approach? When they are not speaking a common language with your company and team? When they evaluate their pipelines differently?
Working with Value Prime Solutions and implementing the ValueSelling Framework® in your channels and with partners will allow you to:
- Share a common language and framework for assessing opportunities
- Accelerate sales cycles across the entire channel
- Decrease time to onboard new partners and ensure they are on a path to productivity
- Ensure the right focus on the right opportunities to deliver maximum results
- Provide proven tools to uncover the buyer’s value and position your unique solutions
- Align with a common sales training methodology extending your reach
Increase Qualified Leads. Accelerate to Close.
Inside Sales teams focus on a diverse set of opportunities – those delivered by Marketing as an MQL, referrals from current customers, and those cultivated by the individual – through cold calling, email outreach and networking for example. The pressure to increase the qualified leads at the top of the funnel is only increasing as companies focus on controlling their ‘Cost of Sales’ without decreasing their revenue targets.
Everyone searches for a silver bullet, a single-source solution to the challenge of finding more leads and moving them through the funnel – but the truth is a silver bullet does not exist. The most effective Inside Sales teams we have worked with use our blended, Vortex Prospecting approach to increase the effectiveness of their Sphere of Engagement and deliver more qualified opportunities into the pipeline.
Value Prime Solutions works with clients to leverage the ValueSelling Framework®; as part of our Vortex Prospecting™ approach to enable your teams to:
- Leverage emerging best practices in outbound sales strategy, process and tactics
- Increase the number of conversions from outbound cold-calling
- Quickly and effectively qualify opportunities to determine where best to focus
- Develop a blended action plan including cold-calling, email, social media and networking to create a more predictable funnel
- Increase your team’s confidence by training them on ‘Respectful Persistence’ combined with specific tactics on where, when and how to leverage the ValueSelling toolset
Develop Relationships Faster. Leverage Business Insights. Uncover and Connect to Value.
B2B organizations rely on the effectiveness of direct sales teams around the globe – individuals focused on understanding a prospect’s business and market conditions. Individuals focused on delivering a solution to their problems in a way that can be trusted.
But with quota attainment decreasing (down 6% in 2016 to just over 50%) and buyers becoming more informed and less responsive to people with an obvious sales agenda, direct sales professionals must evolve to compete on value, to become a trusted advisor and work consistently across accounts to beat ever increasing revenue targets.
Value Prime Solutions provides the training necessary to develop the skills that will set your Direct Sales team apart. By implementing the ValueSelling Framework®, your teams will be able to:
- Increase business acumen making it easier to speak in a language buyers will understand
- Uncover the buyer’s definition of value and connect your solutions to their need
- Increase overall deal sizes and product attach rates
- Decrease length of sales cycle while increasing Customer Lifetime Value
- Increase number of reps beating quota
Strategic and Account Based Sales
Increase Revenue from existing accounts. Enable Teams To Target New Enterprise Accounts.
On average there are 7 people involved in any B2B buying decision; and when targeting a global enterprise, these decision makers may not be on the same continent and will not have the same motivations. Combine this with buyers ability to educate themselves and the challenges inherent in developing cohesive sales teams, and struggles with creating effective strategic and account based sales teams is understandable.
However, it does not have to be this way. Strategic and account based teams are comprised of sales professionals with diverse backgrounds, experience, and levels of training. This creates a situation where a common language, framework, and understanding of value becomes critical to the success of the team and the company’s bottom line.
Value Prime Solutions has deep experience enabling teams with the ValueSelling Framework® and associated tools. Working with us will allow your strategic and account based teams to:
- Share a common language to increase productivity and remove risks associated with miscommunication
- Effectively evaluate accounts and opportunities quickly – identifying gaps and areas of focus to increase win percentages
- Uncover more new opportunities than previously thought possible as a result of a consistent level of business and value understanding
- Increase Customer Lifetime Value through developing deep relationships based on trusted and mutually agreed upon action plans
Increase Content Effectiveness and drive more leads.
Alignment between marketing and sales is no longer an option or a ‘nice to have.’ Companies focusing on growth and expansion must ensure marketing and sales are fully integrated, speaking the same language and enables with the right tools.
Everyone has a blog. Everyone understands the need to create content. And the result has been ‘content-shock’ – a reality where so much content is being generated the majority of people no longer can take it all in or differentiate where the content orginated. Yet it has never been more critical for sales and marketing to collaborate on optimizing their Sphere of Influence through the creation of targeted, value-based, 10x content; to work in the same tools and systems to leverage automation; to collaborate daily to deliver a consistent message and consistently revise changes in market or buyer personas.
Value Prime Solutions has a long track-record of success in global marketing – from building teams to developing content strategies to integrating seamlessly with sales efforts. All through leveraging the ValueSelling Framework® which will allow your marketing teams to:
- Share a common language with sales focused on value; increasing productivity
- Develop 10x content that connects to buyers definitions of value
- Resonate with buyers through out their buying lifecycle
- Create relationships based on trust and consistency
Increase Business Insight. Identify New Opportunities. Become a Trusted Advisor.
Professional Services organizations – from consulting firms to digital agencies to advertising and public relations firms – continually struggle to grow their businesses and expand their offerings. All rely on their consultants to not only execute projects but identify new problems and challenges to expand the account.
To be successful consultants need to possess a finely tuned macro to micro understanding of the business environment, interpersonal skills, and a conscious competent control of a shared framework and language. Yet few have actually been trained on anything other than their area of expertise and are left to their own devices to operate effectively when it comes to business development.
Value Prime Solutions has worked with some of the largest consulting firms in the world, some of the most successful digital agencies – all focused around training their teams how to uncover and connect to value in existing accounts and fine-tune their ability to identify new opportunities. Working with us will enable your teams to:
- Understand and engage in the business language customers use
- Identify new opportunities and effectively shorten cycles related to new contracts
- Develop a relationship of trust based on business and personal value
- Communicate effectively internally about the status of accounts and projects
Client Facing Teams
CREATE EXPERIENCES BASED ON VALUE. INCREASE CUSTOMER SATISFACTION.
From Sales Engineers to Project Managers to Customer Service Reps – every client facing team in an organization plays a role in the company’s financial health. While many focus on ensuring sales and marketing teams are aligned, the brutal truth is sales does not end when a contract is signed, but only once the value of your solution is realized.
This requires any individual from your company who will interact with a client to understand not only what was sold, but how business objectives and issues can change over time. They benefit, as does your bottom line, but sharing a common language with sales and marketing as well as having a consistent level of business understanding.
Value Prime Solutions has trained product managers and sales engineers, customer service reps and operations teams. Working with us to tailor the ValueSelling Framework® to your needs will allow your teams to:
- Ensure they understand and connect their efforts to the buyer’s definition of value
- Think like an executive and never lose sight of the business issues and problems
- Work with sales to identify and close new opportunities
- More effectively interact with the client and keep them focused on the objectives and plan agreed upon during the sales process
- Deliver an unrivaled, value-based experience for your customers
DON’T MISS ANY INSIGHTS FROM VALUE PRIME SOLUTIONS!