Accelerate Your Business Results by Becoming a Trusted Partner

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.
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• 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?
TODAY’S
AGENDA

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

THE LITMUS TEST
• YOY stable purchase
performance
• No unexpected surprises
• Gained access to all levels
• Open communication
relationship
• Mutual strategic business
planning exists

Fundamentals of Adding Value

Strive not to be
a success, but
rather to be
of value.
Albert Einstein

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

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

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

WHAT CUSTOMERS
EXPECT FROM TRUE
PARTNERS
My industry
My problems
My business objectives
My uniqueness
FOCUS: Customer is “buying”
versus Salesperson is “selling”
Show me
that you
know me.
Solve my
problems.
Don’t push!

CHIEF SALES OFFICER (CSO)
TOP 5 CHALLENGES
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?

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

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%

PLAN
POWERVALUE
SOLUTIONPROBLEM
BUSINESS ISSUE
Differentiated
VisionMatch™
CONFIRM
A Year After My “Oh, Crap!” Moment.
THE VALUE BUYING PROCESS

TAKE CONTROL OF
THE CONVERSATION
& SALES PROCESS

HOW CONVERSATIONS
TYPICALLY OCCUR

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

WHAT HIGHLY-EFFECTIVE
ORGANIZATIONS DO

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%

VALUESELLING
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.

• 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

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

A PARTING
THOUGHT
What is your personal
value and ROI worth?

AT THE END OF TODAY’S WEBINAR
Go to valueselling.com > resources > webinars
to download today’s slides

SAVE THE DATE!
Our next webinar will be:
How to Hire Sales Superstars
April 20 | 10:00AM PDT

Follow us!
ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling

THANK YOU
Mark Evans | Managing Partner
Mark.Evans@valueselling.com
859-609-2320
markandrewevans

Accelerate Your Business Results by Becoming a Trusted Partner

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