by Tony Palladino
If you’re a technology sales & services leader, then this is meant for you. . . .
I appreciate your position. You have a number to hit, and I’m sure that you have put together a solid plan to achieve your objectives. Having been a tech sales leader for many years myself, I’ve checked that box as well. Then, one day I figured out how to scale my business to 5x growth. Yes, 5x – and more than once. The first time, it took me a few years to deliver 5x and eventually 7x growth, from $15M to $115M. The 2nd time (elsewhere), my team acquired over 600 new enterprise logos (12x growth) in just 9-months. How? …
Here’s how. . . . We shifted our focus toward acquiring strategic enterprise accounts to close larger deals. We learned how to properly engage and interact with the C-suite, in the way that they wanted us to engage. We ultimately drove a higher customer Life Time Value (LTV), a key metric for sustainable growth.
In my experience, the best way to achieve the highest level of success in sales is to transform your customer relationships, changing their perception of you from that of being a commodity vendor to being a strategic partner. My teams were successful by properly engaging directly with the top execs, earning their trust, and earning the right to ask for the business. We accomplished this by properly aligning our solution as an enabler for them to achieve their objectives. It’s called value-based selling.
Sound easy? No, it’s really not. It takes a lot of effort in diving deep into the enterprise customer’s industry specific challenges and figuring out how your solution helps move the needle on their critical KPIs. The enterprise C-suite are no different from you and me. Like us, they are also laser focused on achieving their objectives. So a few years ago, I developed a strategic sales program that aligned my talented sales teams to helping our customers meet their objectives, by focusing on their desired business outcomes. Essentially, I taught my team how to fish – for big fish, with the right bait.
I’ve put together a customized workshop that will help your solution sales team properly engage the C-suite, earn their trust, and earn the right to ask for their business. This data driven approach helps you elevate your executive relationships. Then, once you’ve solidified your relationships, you will gain the inside track on all future opportunities and increase your customer LTV. That’s how we scaled our business by 5x or more.
Here’s a quick overview of the strategic value-based sales workshop, called Selling Business Value to the C-suite….
The Why
Close complex sales faster with larger & more strategic deals through C-suite business alignment. Transform your customer relationships to strategic partnerships and ultimately increase customer Life Time Value (LTV).
The What
Execute a 5-step Strategic Sales process to effectively engage and sell to the C-suite decision makers and attain “Trusted Advisor” status in strategic accounts.
Step 1 Data Driven Approach to Business Alignment
Step 2 Convert Use Cases to Business Value Opportunities (BVOs)
Step 3 Executive Brief Proposal
Step 4 Executive Meeting
Step 5 Transform Your Customer Relationship
The How
Here’s how…. By bringing insightful ideas to the C-suite that will positively impact their performance against their stated business objectives; by converting relevant use cases to quantified business value aligned to those objectives; and ultimately moving the needle in these key areas:
- Increase: EPS, Revenue, Customer LTV
- Improve: Customer Experience, Customer Satisfaction/NPS, Brand Perception
- Acquire: Customers, Companies, IP
- Reduce: Cost, Friction
- Foster: Innovation, Product Development, Strategic Customer Partnerships
Transformation
In the end, your sales & services team will be able to position your technology solution as a business solution – as a key enabler for the enterprise C-suite to achieve their business objectives. By engaging with the C-suite in the way that they wish to be engaged, with the right intelligent effort on your part, your team will more quickly earn “trusted advisor” status. You will then be able to transform your customer relationship from that of a perceived vendor to that of a strategic partner. You will enjoy having the inside track on many future business opportunities, potentially blocking your competition, while setting the requirements to fit your solution. Ultimately, you will increase your Customer Life Time Value (LTV), a key metric for sustainable growth. That’s how we scaled our business 5x or more. Your team can do it to.
Pro tip: Consider a Proof of Value, starting with a few sellers targeting strategic enterprise accounts. If you are happy with the results, you can roll it out to the broader team at your next Sales Kick-Off meeting.
If you are interested in exploring this value-based selling workshop, please contact Tony directly via email: tony@avalanchegrowthpartners.com