Outcome based selling to properly engage, earn trust, qualify & close enterprise business
This proven value-based strategic sales workshop is designed for solution providers whom are selling to enterprise accounts, that wish to properly engage with the C-suite decision makers in the way that they wish to be engaged.
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. To that end, learn to properly engaging with the C-suite execs, earn their trust, and earn the right to ask for the business.
Sound easy? No, it’s not. But there is a right way to do this….
It takes a lot of effort in diving deep into their industry specific challenges and figuring out how your solution helps move the needle on their critical KPIs. As leaders, we all have objectives to hit within the fiscal year. Your customers are no different; they are also laser focused on meeting theirs. This worksop teaches your talented sales team to align your solution as an enabler for your customer to achieve their business objectives. Essentially, this workshop teaches your team how to fish – for big fish, with the right bait.
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:
By bringing insightful ideas to the C-suite that will positively impact their performance against their stated business objectives; and 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 Relationships
Avalanche Growth Partners offers availability to directly assist your sales team with this effort beyond the workshop to ensure your success.
This workshop will be customized for your business. Pricing will vary based upon the time and materials invested, number of sales team members (students) participating, and the ongoing effort to assist your team beyond the workshop.
To test its effectiveness, consider trying a Proof of Value with a few strategic sellers at first, and then perhaps roll it out to your broader team at your next Sales Kick-Off meeting.
For a discussion, please contact Tony directly via email: tony@avalanchegrowthpartners.com