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.
Opportunities for value creation exist everywhere.
The practical impact of the Value Creation Framework applies to all stakeholders involved in the cultivation, acquisition, retention and support of clients regardless of title, role or responsibility. Initial areas of concentration focus on B2B and D2C sales, account management, and channel sales development.
In more complete implementations value creation moves beyond the direct dealings of sales professionals and incorporates non-selling business units tasked with supporting revenue and business growth goals in areas such as sales operations, marketing, client communications, customer service, customer experience, and product development. These implementations are cross-functional and represent a fully-integrated approach to value creation’s impact throughout the customer lifecycle.
Sales Operations
- Competitive Differentiation
- Ideal Client Profile
- Value-Based Sales Process
- CRM Sales Implementations
Sales Strategy
- Strategic Planning
- Value Creation KPIs
- Strategic Account Management
- Sales Channel Development
Sales Behaviors
- D2C and B2B Engagement
- Inside and Field Sales
- Virtual Selling
- Buyer/Client Needs Assessment
Sales Moments
- Sales Presentations
- RFP Responses
- Executive Summaries
- Finalist Presentations
Marketing
- Staff Sales Materials
- Value-Based Marketing
- Cross-Media Marketing
- Consumer Education
Talent Selection
- Consultative Selling Skills
- Value-Based Selling Skills
- Value Proposition Knowledge
- Sales Onboarding
Customer Service
- Call Center Culture
- Value-Based Training
- Client-Centered Engagement
- Value-Centered Communication
Customer Experience
- Awareness of Value-Added Benefits
- Utilization of Value-Added Benefits
- Value Satisfaction Score
- Customer Satisfaction Score
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.