ValueSelling Certification

This workshop provides data, tactics, and a process for achieving success—despite limited customer information—at any level of a prospect organization. ValueSelling is a repeatable, pragmatic process of selling by discovering what is important to the buyer, understanding the mindset, and justifying an investment. This workshop applies the principles of ValueSelling to a specific sales environment via a customized case study.

For: SEs / Pre-Sales, Sales, Sales Management, Marketing, Channel / Partner Management, ADR/SDR, Enablement, Other

Learn To:

Call higher, differentiate yourself, and forecast accurately while maximizing your time
Improve win rates
Eliminate the “No Decision” sales cycle

Workshop highlights

  • Create a legitimate “compelling event” in every engagement/opportunity
  • Does the prospect have a business/personal issue that you can solve?
  • Can your product or services solve those issues?
  • Do you have the right information to provide the very best solution?
  • What makes you stand out from the competition in the mind of the prospect?
  • Have you clearly connected the unique benefits of your product or service to specific business and personal issues?
  • Do you have access to the ultimate decision-maker?
  • Do you have a plan in place to move the sale forward?

“I have learned to be better prepared on a sales call no matter the circumstances. It has taught me patience in knowing that the initial work might be a little time consuming, however the results far outweigh the work put in. Plus, the time put in the beginning will save a substantial amount of time in the long run for the opportunity. This method of selling has changed the way I approach any opportunity…No more surprises, no more delays.”

Nihad Katbeh

West Coast Account Executive, TouchSource