Description

This 3-part mini Value Sales Management video course is made for sales executives and their challenges in mind. The course uncovers the fundamentals of value sales management that a sales executive should know.

The challenges that I refer to often include being in B2B sales in an industry with well-informed customers and purchasing professionals. Additionally, it might be difficult to differentiate yourself from competitors based on your products, technical skills, not to mention cost-leadership. Hence, focusing on customer value becomes increasingly important, in fact, it might even be the only viable and sustainable option. So, if you are a sales executive, this course is for you.

The video course will help you help improve your company’s sales performance. It does so by focusing on three topics: understanding, co-creating and co-delivering customer value.

The first part (video 1: Understanding customer value) focuses on the Why, and what it means to adopt and run a customer-value-oriented business, as opposed to adopting a transactional business focus.

 

The second part (video 2: Co-creating customer value) focuses on what customers want and what we and our sales teams, together with our sales support, can do to co-create value both for our customers and us, i.e. our firm. Plus, it also provides information on how to do this.

 

The third part (video 3: Co-delivering customer value) helps put things into practice. It provides a fairly detailed view on what and how we and our sales and sales supportive teams & individuals can and should work to help our customers create value – and also for us to become the first choice of our customers.

 

Together, the three parts aim at giving you insights and takeaways, in the form of three models – or tools – that you can start using today, to prepare for, plan, and implement strategic sales that focuses on customer value. By using the tools and having your sales and sales supportive staff use them, you are likely to catapult your company on a trajectory towards success.

 

In sum, this 3-part mini Value Sales Management video course helps you improve your company’s sales performance.