Business Value Management

• Do you share a common definition of your company's business value across executive management, marketing, sales and product development?
• Does your company's go-to-market message articulate how your solution will solve client business issues?
• Do your people ask the right questions to uncover your buyers motivation to solve a particular business issue?

VAZT starts and ends with business value. Our framework facilitates a common vision, mission, goals, objectives and guiding principles to set your go-to-marketing messaging in motion. Our process identifies steps to align functions, processes and activities to articulate your companies business value and the tools to tie that business value to a particular client segment. To remain competitive, B2B marketers must articulate a business value that is received from utilizing your product or service. Be it a way to increase efficiency, quality, speed to market, effectiveness, or decrease costs, your firm must create an economic measure and points to determine the business value your product or service delivers.

VAZT's Business Value Management session starts the process of determining your company's unique business value and steps required to articulate it both internally and externally. Call us today and hear how a clear business value and your company’s unique ability to execute will dramatically increase the chances of winning more business.

Value Selling

• Are your sales reps comfortable and effective calling at all levels of your buyers’ organizations?
• Do they routinely motivate your buyers to elevate your campaign to the top of their agenda?
• Do they deliberately ask questions to create need for your products and services?
• Do they get your buyers to view you as uniquely able to help them achieve their goals?
• Are fewer than 20% of your deals lost to "no-decision"?
• Do your reps regularly sell across your solution portfolio?

If the answer to any one of these questions is "no," then a ValueSelling workshop may be the fastest way to change that answer to a "yes."

ValueSelling works because with just three simple, easy to use tools sales reps can learn how to uncover the critical components necessary to maximize the likelihood they will close a deal. They will learn how to apply ValueSelling content to your specific products, services and culture. And leave the workshop with customized tools and questions they can use in the field immediately – questions that will help your buyers realize that you are the ONLY best choice for them to work with. Sales reps love ValueSelling because it’s simple and it works – they spend less time chasing deals that will never close, close bigger deals faster, and make more money.

Sales managers will be able to grow revenue per sales rep, rather than growing sales by adding reps – reducing your overall cost of goods sold. A straightforward formula helps managers rapidly assess deals in the pipeline, giving them just the information they need to coach – without the lengthy background discussions that cause reviews to chew up time.

So, will a ValueSelling workshop help you grow revenues and reduce costs? Call us for a free assessment.