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© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
What we
will cover
●Our New
Selling World
Wh...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
50% sales leaders say their
reps lack abilit...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
It isn’t business as usual.
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
What did the world's top performing
B2B sale...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
FOCUS ON
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Set Clear
Expectations
What Can Sales Leader...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creat...
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Concluding thoughts
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Value is the energy that fuels the change
© 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Frans Coenen
ValueSelling Associates
+34 616...
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How Top Performing Companies Are Winning In Covid Times

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In this complimentary webinar, Bart van Eijck, Associate with ValueSelling Associates, shares what top performing companies are doing to succeed, and the key differences between winners and losers.

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How Top Performing Companies Are Winning In Covid Times

  1. 1. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® How Top Performing Companies are Winning in Covid times! Thank you for joining us today. This document contains proprietary information from ValueSelling Associates, Inc. Its receipt or possession does not convey any rights to reproduce or disclose its contents to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization from ValueSelling Associates is strictly forbidden.
  2. 2. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What we will cover ●Our New Selling World What Top Performing Sales Organisations do Differently Change Management & Leadership The Role of Sales Enablement What You Can Do to Be in the Top League
  3. 3. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 50% sales leaders say their reps lack ability to connect solutions to business issues 72% of companies, less than 50% of reps achieve quota *Global Chief Sales Officer Study, SiriusDecisions Brexit. Trade wars. Interest rates all time low. Security threats. of organizations report their sales cycle length increased in the last 12 months 64% Crowded markets Busy buyers Belt is tighter Covid-19 accelerates the move to remote selling
  4. 4. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  5. 5. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® OMG - Remote working study 2021 3 of the key attributes of working remotely: • Self-starter • Works independently • Works without supervision Analysing the last 61,000 employed salespeople that OMG evaluated - only 41% overall were suitable for working remotely. Sales Percentile Percentage ‘suitable’ for Remote Selling Elite (Top 5%) 67% Strong (80-95%) 61% Serviceable (50-80%) 51% Weak (Bottom 50%) 33%
  6. 6. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® It isn’t business as usual.
  7. 7. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What did the world's top performing B2B sales teams do differently in 2020?
  8. 8. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Winners Take a Value-based Selling Approach
  9. 9. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Essential Sales Skills
  10. 10. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® High-Growth companies have unique skills priorities
  11. 11. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Agility and change management sales training plays a significant role in high-growth companies
  12. 12. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® FOCUS ON
  13. 13. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  14. 14. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Gartner Says COVID-19 Significantly Impacted 41% of Key Customers’ Spending with B2B Sales Organizations “After facing a prolonged period of market disruption and conservative customer decision making, CSOs are looking for realistic growth revival strategies for 2021 and placing increased importance on their most strategic relationships. As a result, really nailing key account management in 2021 will be a top priority.” From Sales Leaders To Leaders of Selling
  15. 15. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Ten Critical Leadership Skills in a Time of Crisis Empathy Truthfulness Clarity Prioritisation Risk Mitigation Empowerment Agility Communication Execution Cost Management
  16. 16. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Set Clear Expectations What Can Sales Leaders Do to Support Their Teams Today? Revisit Top Priorities Enable Remote Productivity Foster Resilience Daily Behaviours 1 2 3 4 5
  17. 17. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The Sales Enablement Formula Aligned to revenue objectives Design-driven Value-centric Technology- powered
  18. 18. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Concluding thoughts
  19. 19. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Value is the energy that fuels the change
  20. 20. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Frans Coenen ValueSelling Associates +34 616957817 +31 629722425 Frans.coenen@valueselling.com Bart Van Eijck ValueSelling Associates +31 653419308 +447718119682 bart@valueselling.com

In this complimentary webinar, Bart van Eijck, Associate with ValueSelling Associates, shares what top performing companies are doing to succeed, and the key differences between winners and losers.

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