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All Offerings

Sales & Customer-facing 

Leveraging the ValueSelling Framework® as foundational sales training, we work with teams across the enterprise to create a revenue vortex – accelerating the process of finding, qualifying, educating, selling and closing new opportunities.

All departments play a vital role in new customer acquisition and expansion of existing customers yet they rarely share a common framework and language directed at accelerating each stage of the revenue funnel – until now.

  • ValueSelling Framework®: Learn how to engage, qualify, advance and close opportunities through value-focused questioning techniques in this engaging instructor-led workshop. Customized for sales teams and customer-facing professionals.
  • eValueSelling Fundamentals: Familiarize yourself with the ValueSelling vocabulary, terms, processes and concepts in less than 3 hours with this elearning course. 
  • Vortex Prospecting: Use this repeatable, cadence-based approach to land more meetings. Applicable to account-based, market-based, geography-based or tele-sales. 
  • Executive Speak: Increase your business acumen and financial literacy with this elearning course. Boost your confidence, engage with decision makers and gain access to the corner office. 
  • ValueSelling Account Management: Apply the ValueSelling Framework to increase revenue from existing accounts and target new enterprise accounts.
  • Competitive Differentiation: Create value propositions that result in premium pricing. Leverage a simple process and tool to develop relevant messaging.
  • Creating Need: Whether you are introducing new products, revive slow-moving product lines or entering new markets, use this step-by-step process for creating a need chain for what you offer.

 

Leadership & Managers

You want more customers, higher margins, more market share.  Your shareholders demand more value, more return.  Your employees want a clear vision and culture that recognizes their achievements and provides them the opportunity to grow and excel.

Regardless of your current challenge – more leads in the pipeline, higher win rates, more consistent team performance – we have a solution.

  • Installing ValueSelling for Managers: Gain essential tips to ensure your success by coaching your teams to maximize the ValueSelling Framework in pre-call planning, post-call debrief, creating demand and closing the deal.
  • Installing Vortex Prospecting for Managers: Learn the best practices in developing your team's prospecting and qualifying skills. Then, reinforce their consistent execution of these skills with an implementation plan. 
  • Custom Training on Account Management, Territory Management, Change Management and more. 
  • Train the Trainer certification: Best leveraged by professionals who have mastered the ValueSelling Framework in their own successful sales careers.
Our programmatic approach ensures that you and your team have the ability to access ongoing reinforcement, including these tools:   
  • ValueSelling@Work® features short videos delivered weekly for 14 weeks post-workshop with downloadable tools and tips. Two separate tracks tailored for sales managers/leaders and sales reps. 
  • eValuePrompter® 6.4: This cloud-based tool, that integrates with any SFA or CRM system, is an online playbook that empowers your teams to qualify prospects, conduct team selling and execute a consistent sales process, more efficiently.
  • The 360° Profile Builder®: An interactive tool that leads individuals through targeted questions about their buyer with answers mapped to the ValuePrompter so reps are ready to engage in more effective sales calls with high-level executives.