Currently, companies are investing heavily in training their salesforce to become value sellers. There are numerous reputable companies offering commercial excellence training combined with a value management approach. No methodology is perfect and there is always room for improvement. However, there are certain things a company must do before embarking on a strategic value-based selling program for their go-to-market teams. I list six considerations that sales leadership and training professionals need to keep in mind when designing value-based selling programs.
Stay ahead with customer value thinking.
Value Selling (3):
Value Hero: Kristina Cutter - From Champion to Industry Thought Leader
Kristina is a name known across many areas of the DecisionLink business. She started off as a customer, where she was able to successfully scale value selling. After returning from SKO, she heard over and over the challenges her team faced with standing out from the competition and bringing business outcomes to the forefront of their sales cycles.
Value Hero: Kiersten Walker - A Catalyst for Adoption
As the program manager for Highspot's value selling program, Kiersten Walker has been a catalyst for adoption throughout the organization. She has been influential in bringing value selling into Highspot's enablement curriculum, including its mid-year kickoff, Camp Momentum.
Value Hero: Sam Crossen - Winning as a Team
Sam Crossen is not only a fantastic example of a Value Hero, but his story also exemplifies one of our most recent webinar topics - Value Selling as a Team Sport.
Recession Buster #4: Invest in Customer Value Management
There is no doubt that the time has come for companies to take a serious look at the customer value management (CVM) process, methodology, and tools. It has never been a better time to get started. And the reason is simple: do it or get churned out!
Your customers are doing the same analysis that you are doing. They want to improve net retention and avoid churn. As a result, any vendor who visits them or speaks to them about increased net retention rate or churn reduction will be placed on top of the list of SaaS solutions to keep investing in.
As you reinforce your customer value proposition...
Value Hero: Stephen Walters - Living and Breathing Value
Stephen Walters lives and breathes value. As the Field CTO at Gitlab and a DevOps Institute Ambassador, Stephen understands the importance of clearly articulating value in every conversation.