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 processes/practices of both departments.
Next, we'll DESIGN a solution that achieves the desired future state after which we'll DELIVER the solution by helping to implement and integrate any enhanced and/or new processes/practices with existing ones.
Once implemented, it’s time to ASSESS the solution by measuring and reporting results so adjustments can be made to meet the delivery 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 expected return on 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.
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.
Since the implementation of Value Based Selling, to more than 150 sales staff and managers, our order intake has increased by 22%.
We’ve grown our sales force from 3 to 17 people since first deploying Value Based Selling. Since then our sales have grown 15% to 100% per year qualifying us as one of INC Magazine’s 500 fastest growing companies. Fourteen years later we still train every new salesperson in Value Based Selling.
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 processes. 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 improved, we work to preserve recurring revenue by increasing client-retention as well as up-and-cross sell opportunities. Additionally, some clients engage us to work with the marketing team to increase the number of qualified leads while optimizing digital and traditional marketing for less cost.
Methodologies and technologies BY SaaS Professionals FOR SaaS Sales and Marketing Professionals.
Video: CEO Jim Allen shares what makes Value Based different from our competitors.
We've helped hundreds of SaaS companies and thousands of SaaS sales and marketing professionals, achieve millions of dollars in new sales and recurring revenues.
The majority of our Saas clients are small and midsize companies, however, our client list also includes companies as large as IBM, Microsoft, Intuit, Sage and software subsidiaries of 3M and GE.
If you'd like to learn more about how Value Based can help your company increase new sales, recurring revenue, margins and qualified leads click below to schedule a conversation.