3 out of 4 companies fail in the transition from product- to solution-centred selling. To succeed, you must be able to sell the value of your products and services. You need processes to prioritise your Ideal Customer Profiles, tools to quantify your offering’s impact on your customers’ business and salespeople who can tailor their communication to different customer profiles.
What does the company gain by using this assessment?
According to Harvard, 67% of new strategies are never executed. A massive 61% of managers are unprepared for the challenges that lie in front of them, and 50-60% of managers fail within the first 18 months of being promoted or hired. There are several reasons for these poor numbers, but a major reason is “Organization Involvement & Alignment”. This assessment is based on rigorous research and will highlight the important capability gaps in your sales organisation. You will be able to see your organisation’s maturity level and you can get feedback on where to focus your efforts.
Practicalities
| The Valuebased Selling Assessment | |
|---|---|
5 categories, 27 specific measurement points Language: UK Receive comments on low scores Receive GAP comments The expected implementation time is 20-30 minutes. |  |
Possibility of expert assistance
If you want to improve Value-Based Selling in your organisation, Christian Schönström-Lund and Selma Kadić-Maglajlić offer their assistance. Christian is the founder of the company “Center for Sales Strategy” and an external lecturer from CBS (Copenhagen Business School). Selma is an Associate Professor of Marketing at CBS. Both of them have consulted for Danish and International companies and are experienced facilitators and trainers.
The five focus areas in Valuebased Selling
- Sales Process Formalisation
- Sales Enablement
- Value-Based Selling level
- Quantification ability
- Prioritisation
