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Sales Enablement

For senior sales leaders, revenue and market share growth, customer retention and new business acquisition are key to making a positive impact in the organization. But the challenges appear to remain – Are we generating enough leads? Are we closing enough deals? Is the competitive offering too hard to match? The price of the competition too low?

A recent survey by our partner CSO Insights (active link to partner site) revealed that capturing new accounts, increasing sales force effectiveness, and optimizing lead generation efforts were among the top priorities for sales leaders across the world. The same survey indicated that the challenges/ barriers faced while trying to meet the sales priorities were many. The most common reasons – inability to generate enough qualified leads, inability to differentiate successfully, selling cycles being too long, close rates being lower than targeted and so on.

At ValueQwest, we understand these challenges intimately, and have developed expertise in helping organizations to address and overcome them. We help our customers with Sales tools and processes overcome their sales execution challenges and move them towards achieving their sales objectives.

We partner very closely with Miller Heiman Group (now Korn Ferry Digital) to bring together a range of world leading sales methodologies and tools for our clients.

Large Account Management Program® is a framework for breaking down a very “large” strategic account into more manageable “Fields of Play”. We have a 2-day program on Large Account Management Program (LAMP) which helps the participant develop an understanding and the ability to apply a collaborative engagement and development process between customer stakeholders and sales organization. The key outcomes are:

  • Protection and growth of sales revenues
  • Highlighting cross-sell opportunities
  • Stronger focus on account’s business direction/strategy
  • Reduced competitive pressure
  • Strengthening of relationships and openness with your customers

Interested in discussing a potential need? Connect with us

Our Strategic Selling® with Perspectives (SSwP) program helps organizations develop comprehensive strategies to win sales opportunities. In our 2-day program on Strategic Selling, sales teams will use the popular Blue Sheet to develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer's organization. Strategic Selling® significantly improves the odds of winning complex sales opportunities. It gives organizations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with a low probability of success. Organizations will have the tools to help salespeople focus time and energy on those opportunities most likely to become profitable, long-term customers.

The key outcomes are:

  • Secure approval from multiple decision makers.
  • Navigate the internal bureaucracy of customers and prospects.
  • Gain more visibility into the status of important sales opportunities.
  • Allocate resources appropriately for large sales.
  • Improve team collaboration to pursue strategic opportunities.
  • Forecast revenue with greater accuracy.
  • Increase close rates for opportunities with long sales cycles.

Interested in discussing a potential need? Connect with us

Conceptual Selling® focuses on the process of building up customer orientation and planning for optimizing each and every interaction with the customer. Good selling begins with asking relevant, dialog-producing questions, and listening. Without first understanding the business obstacles a customer is facing, it is impossible to qualify the opportunity or propose an effective solution.

The participants of our 2-day Conceptual Selling workshop learn how to:

  • Apply World class Consultative Selling Skills methodology in the context of their real life Sales situations
  • Leverage a unique, proactive questioning process to understand customer’s business priorities and requirements
  • Position your company more effectively by utilizing your unique strengths
  • Identify why a customer “won’t commit”—and what to do about it
  • Distinguish between an objection and a basic issue and learn how to overcome them
  • Position yourself confidently with senior executives
  • Define realistic expectations for sales call outcomes
  • Establish credibility with every buyer, every time

Interested in discussing a potential need? Connect with us

SPIN® Selling is a research-based, advanced questioning skill program that combines SPIN Selling’s proven methodology with today’s best-practices in B2B selling. The SPIN® Selling program was developed after speaking with sales professionals globally about how to solve their most difficult challenges. It integrates in-depth exercises, drills and activities, giving participants opportunities to acquire and practice new skills. Online manager-led and individual reinforcement modules and assessments help sharpen and elevate sales aptitude beyond the classroom experience.

SPIN® Selling is designed for all sales professionals and leadership (C-suite executives, vice presidents, managers, directors) who want to:

  • Shorten their sales cycles, strengthen customer relationships and improve their sales effectiveness
  • Find ways to differentiate their offerings from the competition, even in a commodity environment
  • Sell to senior executives, buying committees, and end users – often at the same time and in the same account
  • Present their offerings with high impact, avoiding “feature dumps” and discounting
  • Make credible sales calls at senior executive levels
  • Tackle goals related to pipeline growth, funnel management and customer retention

Interested in discussing a potential need? Connect with us

Our Cases

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Digital Imaging Company, Japan

An innovative digital imaging company was facing an uphill climb to increase revenue and gain market share with a new product. The leadership team made a strategic decision to e ...

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Shared Imaging

Shared Imaging was founded more than 25 years ago to bring the best in diagnostic imaging technology to healthcare providers, ranging from world-renowned medical centres to Critica ...

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Telecommunications Company (UK Based)

A global telecom organization was experiencing revenue headwinds and increasing turnover across their strategic accounts team. This team was struggling to create a clear plan of ...

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Insights

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Defining a clear sales data strategy: a blueprint for success

As organizations continue to introduce new technologies, the amount of data they collect increases exponentially. Executive sales leadership needs to develop clear strategies for how best to use this data to drive their sales organizations to greater success. This starts with taking end-to-end ownership around sales data and partnering with, instead of delegating it to, IT and sales operations.

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The Top 5 IoT Trends For 2020

This report presents Ecosystm’s outlook for the Internet of Things (IoT) market in 2020 and the associated implications for tech buyers and tech vendors. The predictions are drawn from the findings of the global Ecosystm IoT and AI studies, and is also based on qualitative research by the analysts.

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Supply Chain Analytics: READY FOR THE BIG PUSH?

This report is focused on the analytics software market and specifically on the Supply Chain Analytics software segment. Based on the findings of the live and ongoing global Ecosystm Analytics Study 2017, the report aims to answer a few key questions that are relevant to both users of Supply Chain Analytics software and analytics software vendors.

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Singapore’s first 5G Industry 4.0 trial

Manufacturing is estimated to account for a fifth of Singapore’s GDP and is one of its growth pillars. Singapore has been talking about re-inventing the Manufacturing ind

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