Struggling to Compete? Embrace Value Creation

For more than 30 years I’ve been adapting sales teams to compete successfully in highly competitive markets so they can sell more.

My approach – The Value Creation Framework – is a mindset and methodology designed to overcome the challenges of commoditization in mature markets, fierce competition, and the inability to differentiate that too often equate value with the lowest price and lost sales opportunities.

— Joe Merlino, Principal, Emergent Business

Learn More About Value Creation

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Adopt a Value Creation Mindset

Value creation starts with a mindset – an overarching customer-centered disposition that sets intention, directs behavior, and defines your sales culture. Sales teams that adopt a value creation mindset see themselves less as sales executives, account managers and customer support specialists and more as Value Creators tasked with impacting the lives of clients based on the value they provide.

I will work with your team to establish a mindset that reflects a:

Commitment to continually improving the customer experience
Deep understanding of the mission critical needs and motivations of buyers
Keen awareness of the impact of your value
Relentless search for opportunities to promote value for the benefit of buyers
Commitment to improve of the quality of your brand beyond price

Embrace The Value Creation Framework

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. The framework is designed to nurture value-added client relationships that showcase the unquestionable strengths of your offering, surpass buyer expectations, and place your competitors at a distinct disadvantage.

I will work with your team to deliver:

In-depth insights into the authentic value that only you provide
Compelling narratives that showcase that value
A skillful strategy for identifying the core motivations of buyers
A method for aligning needs with value that exceeds buyer expectations
A client acquisition and retention strategy that delivers results

Transform Your Sales Channel

Value Creators know that brokers, agents, advisors, and value-added resellers that promote and resell their products and services to potential and existing clients are not an extension of your sales organization. They are your sales organization. Empowering sales channel partners with the same value-based selling skills and strategies as the team you employ is a high priority and critical to your success.

Expect a channel advocacy and channel engagement strategy that:

Reaffirms your industry leadership position
Inspires new levels of collaboration
Aligns your teams
Promotes your value-based ROI over the low-cost recommendation
Creates more winnable sales opportunities

Value Creation Insights and Strategies

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.

May 3, 2021

The Reality of the 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.

April 12, 2021