Partnering with your C-Suite, Value Based (VB) expert staff will first DIAGNOSE the current state of the organization's marketing and sales processes/practices.
Once diagnosed, Value Based will COLLABORATE with leadership to conceive a desired future state for the marketing and sales processes/practices.
Next, we will DESIGN a solution that achieves the desired future state, after which we will DELIVER the solution by helping to implement any enhanced and/or new processes/practices.
Once implemented, it’s time to ASSESS the solution by measuring and reporting results so adjustments can be made to meet expectations.
Once adjusted, it’s important that all staff be able to SUSTAIN the solution. This is accomplished by embedding reinforcement and reward-systems into the organization's culture to ensure achievement of the expectations from the investment.
We rolled out VBS both internally and to our distribution channel partners. The VBS coaches did an outstanding job of delivering the training with compelling role-playing exercises. All in all, VBS is a very important set of skills that we are in the process of integrating into all aspects of our operations.
The second most valued assets of a company, other than their IP, are their sales and marketing processes. If a company has established methodologies in place for each of their distribution channels they will command a higher valuation when it comes time to sell. Value Based Selling helps accomplish that for an organization. If you want to implement a sales process that works, look at Value Based Selling.
As a sales team, we’ve been able to improve our consultant and salesperson team presentations, shorten our sales cycle by weeks, and in a few cases months. The ability to sell value over price has reduced the number of discounts and price concessions we give thereby increasing margins on almost all sales. We've increased sales between 15% and 35% each of the last 10 years that we've used VBS.
Our team of Executive Sales and Marketing Professionals have 50+ years of experience delivering results. Our Strategic Plans often begin with improving lead-to-close rate by implementing proven value-based, consultative sales best-practices customized to integrate with current sales process. Sales staff are trained and assessed on their execution of newly integrated best-practices/processes. What's different is this training doesn't stop with "head" knowledge, rather, it continues until a "can do" competency is observable, measurable and sustainable.
We accomplish this by implementing what we call The 4 P's: Process, People, Promotion and Presence. Our goal is for clients to recoup their investment within the duration of their average sales cycle.
Once sales have increased, some clients engage us to work with the marketing department to increase the number of qualified leads while optimizing digital and traditional marketing for less cost.
Customized for each manufacturing client:
Video: CEO Jim Allen shares what makes Value Based different from our competitors.
We've helped hundreds of businesses and thousands of sales and marketing professionals achieve millions of dollars in new sales and revenues.
The majority of our corporate and manufacturing clients represent the small and midsize business sectors, however, our client list also includes companies as large as IBM, Microsoft, Intuit, Sage and software subsidiaries of 3M and GE.
To see if our custom sales training would help increase your sales, click below to schedule a consultation with Jim Allen, author of the Value Based Sales Methodology.