My approach – The Value Creation Framework – will enable your team to create enduring client relationships that showcase the unquestionable strengths of your offering, surpass buyer expectations, and place competitors at a disadvantage so you can sell more.
— Joe Merlino, Principal, Emergent Business
Value creators employ a methodology – a functional framework that equips them with the skills and strategies they need to increase competitive leverage, establish industry leadership, and sell more without being held hostage by price.
I will work with your team to deliver:
Value creators employ a mindset – an overarching customer-centered disposition that sets intention, directs behavior, and defines your sales culture. They see themselves less as sales executives, account managers and customer support specialists and more as advocates tasked with impacting the lives of clients based on the value they provide.
Sales teams that adopt a value creation mindset:
Value creators view brokers, agents, advisors, and value-added resellers not simply as an extension of their sales organization, but as their sales organization. Empowering their sales channel partners with the same value-based selling skills they employ is a high priority and critical to their success.
Expect a channel advocacy and engagement strategy that:
The Reality of Sales and Business Development Professional
In my years as a sales professional I have observed the frustrations of well intentioned-business owners, managers, and salespeople with superior products and services struggle to meet objectives and adapt to market changes, increased competition, aggressive pricing, and higher customer expectations. I have also seen how limited and inconsistent exposure to formal sales education can make a sales person’s and team’s approach unfocused and ineffective in the quest to meet or exceed sales goals.
Six Strategies for Increasing Your Training ROI
With an array of regional, national and international training firms delivering proven content and methods for learning, why is it many businesses who invest in staff skill development still struggle to meet their sales and business growth goals? The answer is simple: It’s usually not the topic. It’s probably not the content. It may or may not be the delivery of the trainer. But it’s always the scope of the implementation and the level of optimization.
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