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Accelerate Your Business Results by Becoming a Trusted Partner

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Any sales professional will say they want to be considered a partner to their clients. But what does it truly take to elevate yourself from vendor to consultant, and then, ultimately, to a trusted partner? How do you generate insights worth listening to? What will make a person buy from you over and over again?

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Accelerate Your Business Results by Becoming a Trusted Partner

  1. 1. Complimentary Webinar March 16, 2017 | Mark Evans Managing Partner ACCELERATE YOUR BUSINESS RESULTS By Becoming a Trusted Partner © 2017 ValueSelling Associates, Inc. All rights reserved. This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. Welcome! We will begin shortly. In the meantime, please share your location via the Q&A window.
  2. 2. • Trusted partner status defined • The fundamentals of adding value • What customers want & expect • Top CSO concerns • Managing the sales conversation • What highly-effective organizations do • Considerations for your next sales call • What’s it worth to you personally? © 2017 ValueSelling Associates, Inc. All rights reserved. TODAY’S AGENDA
  3. 3. LIKE TRUST KNOW AND TRUST 01 02 03 People buy from people they… - who seek to understand their business issues and problems they are striving to address - who can demonstrate their experienced success in similar matters with other clients - who are able to continually produce real, tangible, and lasting value TRUSTED PARTNER STATUS DEFINED © 2017 ValueSelling Associates, Inc. All rights reserved.
  4. 4. THE LITMUS TEST • YOY stable purchase performance • No unexpected surprises • Gained access to all levels • Open communication relationship • Mutual strategic business planning exists © 2017 ValueSelling Associates, Inc. All rights reserved. © 2017 ValueSelling Associates, Inc. All rights reserved.
  5. 5. © 2017 ValueSelling Associates, Inc. All rights reserved. Fundamentals of Adding Value © 2017 ValueSelling Associates, Inc. All rights reserved.
  6. 6. Strive not to be a success, but rather to be of value. Albert Einstein © 2017 ValueSelling Associates, Inc. All rights reserved.
  7. 7. © 2017 ValueSelling Associates, Inc. All rights reserved. Placeholder: Select 3 of the primary elements to creating sustained client value. - Lower client costs - Offer 24/7/365 support to ensure client satisfaction - Increase client competitive edge - Make it easy to do business - Improve life quality - Be ready & able to meet at anytime to support client needs/requests © 2017 ValueSelling Associates, Inc. All rights reserved.
  8. 8. © 2017 ValueSelling Associates, Inc. All rights reserved. Placeholder: POLL RESULTS HERE - Lower client costs - Offer 24/7/365 support to ensure client satisfaction - Increase client competitive edge - Make it easy to do business - Improve life quality - Be ready & able to meet at anytime to support client needs/requests © 2017 ValueSelling Associates, Inc. All rights reserved.
  9. 9. TRUSTED PARTNER CONSULTATIVE VENDOR / PEDDLER Intentional Development of the Seller’s Value Contribution < Wouldn’t make decision w/o input < Open to input and opinion < Informed on an as-needed basis Fundamentals of Adding Value: • Make It Easy • Lower Risk Of Failure • Increase Profitability • Increase Competitive Edge • Improve Life Quality 80:20 ASSESSMENT CRITICALITY CREATING VALUE-BASED RELATIONSHIPS © 2017 ValueSelling Associates, Inc. All rights reserved.
  10. 10. WHAT CUSTOMERS EXPECT FROM TRUE PARTNERS My industry My problems My business objectives © 2017 ValueSelling Associates, Inc. All rights reserved. My uniqueness © 2017 ValueSelling Associates, Inc. All rights reserved. FOCUS: Customer is “buying” versus Salesperson is “selling” Show me that you know me. Solve my problems. Don’t push!
  11. 11. CHIEF SALES OFFICER (CSO) TOP 5 CHALLENGES © 2017 ValueSelling Associates, Inc. All rights reserved. Source: SiriusDecisions 1. What is the ideal organizational design and investments to hit my quota? 2. How do I hire the right folks and train them quickly so they can make an immediate contribution to hitting my quota? 3. How do I improve sales rep productivity so that I get more business out of my existing reps and how do I retain my best reps so that I hit my quota? 4. How do I ensure reps utilize a buyer driven sales process so that I have control over my business and bring predictability to the forecasting process? 5. How do I work effectively with my peers in marketing, finance and product to get their support so that I hit my quota?
  12. 12. SALES PRODUCTIVITY CHALLENGES Sirius Perspective: Sales leaders trying to figure out how to free up more selling time and ensure that selling time is spent productively. Of sales leaders say their reps lack ability to connect solution to business issues Of sales leaders say their top challenge is reps spend too much time not selling 71%65% © 2017 ValueSelling Associates, Inc. All rights reserved. Source: SiriusDecisions
  13. 13. SALES PRODUCTIVITY CHALLENGES Sirius Perspective: Sales leaders need to align their sales process to the buyers journey to accelerate sales cycles and improve forecasting. Of companies can get within +/-5% accuracy for 90 day forecast Of b2b sales organizations have not implemented a buyer-aligned sales process Source: SiriusDecisions 10%67% Of companies report average win rate of less than 25% 50% © 2017 ValueSelling Associates, Inc. All rights reserved. Source: SiriusDecisions
  14. 14. PLAN POWERVALUE SOLUTIONPROBLEM BUSINESS ISSUE Differentiated VisionMatch™ CONFIRM A Year After My “Oh, Crap!” Moment. THE VALUE BUYING PROCESS © 2017 ValueSelling Associates, Inc. All rights reserved.
  15. 15. TAKE CONTROL OF THE CONVERSATION & SALES PROCESS © 2017 ValueSelling Associates, Inc. All rights reserved.
  16. 16. © 2017 ValueSelling Associates, Inc. All rights reserved. HOW CONVERSATIONS TYPICALLY OCCUR
  17. 17. © 2017 ValueSelling Associates, Inc. All rights reserved. MANAGE THE CONVERSATION • Simple, easy to learn & launch, common language approach, connected to your firm’s unique value proposition • Intentional predetermined conversational roadmap • “Common sense but not common practice” UNCOVER PROBLEMS UNIQUE CAPABILITIES INCREMENTAL VALUE
  18. 18. WHAT HIGHLY-EFFECTIVE ORGANIZATIONS DO © 2017 ValueSelling Associates, Inc. All rights reserved.
  19. 19. CROSS-FUNCTIONAL ALIGNMENT Sirius Perspective: Sales marketing leaders aren’t well aligned and sales leaders are missing a major opportunity to hold marketing accountable to achieving revenue targets Of organizations report that they have alignment between sales and marketing technologies Of organizations that report that they have an agreed upon SLA between sales and marketing 14%7% Of organizations report alignment between sales and marketing metrics 24% © 2017 ValueSelling Associates, Inc. All rights reserved. Source: SiriusDecisions
  20. 20. © 2017 ValueSelling Associates, Inc. All rights reserved. VALUESELLING © 2017 ValueSelling Associates, Inc. All rights reserved. A set of principles and tools to support a connected client engagement process that develops the value of the your firm’s solution from the customer’s perspective.
  21. 21. • Gain access to executive decision makers • Interpret key business terms and financial reports • Minimize time wasted on unproductive research • Quickly create insightful company and executive profiles that maximize each interaction • Engage in consultative business discussions © 2017 ValueSelling Associates, Inc. All rights reserved.
  22. 22. Do your homework Be prepared to ask questions versus pitching/telling Predetermine your intended conversational roadmap Always begin with client business issues and problems that your firm is best able to solve Price becomes last thing discussed and only after Value with client has been agreed to Gain access to all levels of influence and Power Ask & understand your firm’s criticality to their success Put it in writing and elevate your professionalism MOVING FORWARD WITH YOUR NEXT SALES CALL © 2017 ValueSelling Associates, Inc. All rights reserved.
  23. 23. © 2017 ValueSelling Associates, Inc. All rights reserved. A PARTING THOUGHT What is your personal value and ROI worth?
  24. 24. © 2017 ValueSelling Associates, Inc. All rights reserved.
  25. 25. AT THE END OF TODAY’S WEBINAR Go to valueselling.com > resources > webinars to download today’s slides © 2017 ValueSelling Associates, Inc. All rights reserved.
  26. 26. SAVE THE DATE! Our next webinar will be: How to Hire Sales Superstars April 20 | 10:00AM PDT
  27. 27. Follow us! ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling © 2017 ValueSelling Associates, Inc. All rights reserved.
  28. 28. THANK YOU Mark Evans | Managing Partner Mark.Evans@valueselling.com 859-609-2320 markandrewevans

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