THE EXPECTATION
We are familiar with terms such as Solution Selling, Value Selling, Challenger Selling, Customer Alignment, Hypothesis Selling, Critical Success Factors, Provocative Selling, Selling to VITO, the Complex Sale and more. These are different labels and descriptions at the core of what might reasonable be called “High-Performance Selling”.
The selling methodologies we embrace, sales training we’ve taken and effectiveness tools we employ revolve around a set of fundamental premises, that you should:
Be knowledgeable about the business of your customers and prospects.
Have specific insights into your value for each customer and prospect.
Be able to articulate your economic value to those customers and prospects.
Differentiate yourself and your value from your competition.
Quantify and defend that value in the economic terms required for business approval.
These 5 capabilities are fundamental to every High-Performance Selling system.
THE ACTUAL
“In Solution Selling®, the industry’s premier high-performance sales methodology, SPI espouses many of the principles enabled by DecisionLink. We’ve scoured the marketplace for enabling technology but found solutions that could be described as glorified spreadsheets that did not solve the problem. DecisionLink ValueCloud™ is a landmark solution that eliminates the pain of this problem for the first time. We’re pleased to partner with DecisionLink, which empowers us to offer our customers and prospects this game-changing capability as an integrated part of SPI’s solution portfolio.”
Tim Sullivan, Corporate Vice President, SPI
Sellers consistently improve marginal results in these capabilities that are necessary for achieving High-Performance Selling. The shortcoming is that a critical element, an enterprise-class application, is commonly missing, which enables these 5 capabilities.
WHY WE STARTED DECISIONLINK
I built teams at CA, Siebel and HP Software to do some of this for my sales organizations. As good as those teams were, they were encumbered by a lack of automation and could not scale. Further, they rarely helped early in sales cycles and almost never for marketing and customer care.
Being aligned with Customer Value across all facets of a business – Marketing, Sales, Customer Care – should be a core business function, not a mystery function done for a handful of key customers and deals. Beyond that, it should enable all front-line customer-facing teams.
John Porter and I founded DecisionLink and built the enterprise application needed to solve this problem. In short, we were tired of doing this work by hand, we knew it was limiting sales organizations everywhere, and we built a world-class application to do it for us and our customers.
ValueCloud™ is an enterprise-class business application delivering the capabilities necessary for organizations to become VALUE-DRIVEN ENTERPRISES. Our customers achieve the highest levels of effectiveness in the industry, in the shortest time and at the lowest cost. Engage with us to explore how to make this happen for your organization.
The payoff? Our customers like VMware, ACI, Crowdstrike, Equifax and many more are generating more leads, increasing the number of opportunities in their pipeline, achieving higher close rates at lower discounts in their forecasts and reducing churn with improved yields from existing customers.
Jim Berryhill, CEO & Founder