Does anyone have a 3rd party resource they've successfully utilized to build a Value Selling culture, processes, toolset, etc.?

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VP of Sales in Software7 months ago

I have used Force Management multiple times before https://www.forcemanagement.com/. The process that they use aligns leadership with the value of the solutions/products that are sold. If executed correctly and then with continued engagement between leadership, management and the field across, sales and customer success you can build longterm value for an organization and its customers.

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VP of Sales in Manufacturing7 months ago

Debra - thank you for the feedback. I'll look into Force Management. Dan

CRO in Services (non-Government)7 months ago

Ive heard good things about Force Management. There's a free resource I put together to help out when it comes to reviewing providers of services like these. Feel free to download it - https://www.revenuefunnel.co.uk/blog-1/a-guide-to-partnering-with-a-go-to-market-consulting-firm

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Director of Sales Enablement in Telecommunication7 months ago

We are using Richardson Sales Performance. You can pick the area of emphasis. It is more than just the Value, also the approach, the preparation, and driving the conversation. I've done the pure Value selling in the paste. What we needed was the training on how to get at the business issue, how to talk about solving it without pushing a 'product name' but about the true action needed, and then layer the value. What will be better for that customer when the issue is fixed? Then you mention "And, here is the product that does that; so that you can get ____." Very natural. Sales Training Programs (richardson.com)