the framework

Making the cultural shift to value creation easier.

Sales teams need a simple and functional framework that equips them with skills and strategies that elevate performance and increase adoption. The Value Creation Framework uses a 7-step process to achieve that end.

The Framework starts with a simple and revealing diagnostic that identifies the strengths, deficiencies and oversights that are working for you and against you in your efforts to compete. Based on our findings we address areas of need and develop new resources so that a sound structural framework exists to support the new skills and strategies your staff will be asked to execute. We continue with a results-driven coaching program that introduces your staff to value creation principles, instructs them how to apply those principles directly with prospective and existing clients, and then examines the competitive benefits of doing so – all with the goal of establishing sustainable value creation habits that are visible in the day-to-day actions of your team.

Value Creation Diagnostic

An in-depth appraisal of the value-orientation of your sales team, their ability to compete on value rather than price, and the sales process, computer systems and resources that are meant to support their efforts

Value Identification

A comprehensive examination of the unique value-added benefits that clearly differentiate you from your competition, increase your competitive leverage and establish your industry leadership position

Narrative Development

The creation of compelling conversational narratives that clearly articulate the unquestionable strengths of your offering during the sales process and throughout the customer lifecycle

Motivation-Based Inquiry

A skillful approach to discovery that moves the buyer-seller relationship beyond product-feature-price focused transactions to consultative and experience-driven conversations focused on identifying the mission critical needs of businesses and core motivations of buyers

Value Alignment & Articulation

A strategy for aligning the core motivations and needs of buyers with value-added responses that meet the buyer’s needs, exceed expectations and increase the probability of winning a sale and retaining an account

Agile Account Optimization

A lifetime customer account management strategy for continually identifying the evolving needs of customers and delivering value-based solutions consistently and predictably over time

Sales Ecosystem Enablement

A cross-functional strategy for migrating value creation skills and strategies to non-selling roles, such as marketing, communications, customer service, product development and customer experience

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