Executive Alignment

This interactive day-and-a-half session is designed to be the catalyst to bring the executive team in alignment around the ValueSelling Framework and process. It raises visibility and awareness around the intersection of the framework into the various disciplines and roles in an organization. The executive team will walk away with an understanding of the broader linkage beyond just “sales selling value.”

For: Sales Management, Enablement

Learn To:

Review, agree, and build the communication and measurement expectations related to the ValueSelling Framework

Understand the elements related to cultural change and the responsibilities of executives—not only as a sponsor—but also a sustaining practitioner

Help all senior leaders understand how the framework helps the organization to execute and articulate value

Raise visibility and awareness across various functions and disciplines throughout the organization to ensure increased efficiencies in leveraging common language and construct

Remove the understanding that ValueSelling is “just sales training for selling value”

Workshop highlights

  • Learn proven techniques to get the attention of the decision-maker and how to get the appointment at the top
  • Learn how to target the ValuePrompter™, which links your customer’s business requirements to your unique capabilities
  • Apply the process with a case study customized for the audience
  • Leverage your action plan to verify the decision to invest in your solution and maintain your access to the high-level sale
  • Practical implementation and reinforcement activities, such as goal setting, account targeting, and measurement

“ValueSelling is part of my sales DNA. I’ve taken many sales courses and ValueSelling is the best!”

Diana Kalinowska

Manager, Public Sector Accounts, VMware