Selected Client Testimonials
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7 Ways to Protect Your Business Case!
It’s only natural for customers to be skeptical of a seller’s business case. It’s instinct. It’s their job. It also serves them well. Overcoming their skepticism requires much more than skilled objection handling. Build your defense early and protect your business case! Here are a few tips to Sharpen Your Edge: 1. Create Co-ownership: enlist […]
Global Robotic-Assisted Surgery Company
Dramatic increase in contract renewal rates and customer satisfaction.
Manufacturing Services Outsourcing Company
Justifying increased prices with value led to an increase in operating profits by over 500%.
ABB is a Global Supplier of Automation Systems and Services
Having meaningful executive dialogue, creating business cases that describe value for the customer and winning more business.
Pretium Partners Company Overview
For over 2 decades, Pretium has been a global leader and innovator in teaching business outcomes-based value selling, called Value Assessment.
Pretium’s Value Assessment Solutions
Since its inception over 2 decades ago, Pretium has been a global leader and innovator in teaching business outcomes-based value selling, called Value Assessment.
Pretium’s Sales Talent Management Solutions
Perhaps the single greatest impact on revenue improvement is accurate selection and placement of sales people; more than training, coaching or technology.
Global Medical Technology Company
Re-engaging with customer CEO’s to drive millions in new business.
Creating Business Value
5 Steps to Changing Customer Perceptions and Winning More Business.
Are You Even Relevant Anymore?
Buyers have so much information available to them today that they are well down the path to a buying decision before they even contact the sales person. Various sources place it anywhere from 50% – 90% into the buying cycle. (Forrester has a blog post on this topic.) Where does that leave you? Is the […]
Consultants as Sellers
For selling more professional services, the product sales team just doesn’t move the needle enough, so many companies are experimenting with consultants that both deliver and sell.
5 Tips to Surviving ROI
Buyers expect a provider to overstate the benefits and understate the costs, thereby inflating the ROI. Address it head on. And here are 5 tips to Sharpen Your Edge.
Consistently Hiring High Performance Salespeople
How many sales executives do you know that would enthusiastically rehire all or even most of their incumbent sales people?
Optimizing Time To Value With Professional Services
As companies examine new ways to prove greater value to the customer, time to value has become more important than ever. In fact, it’s becoming a competitive differentiator. At Technology Services World (TSW) in Las Vegas last month, we spoke on that subject. The discussion was framed up around the services view of the Professional […]
Large Software Provider
Discovering, articulating and delivering business value created while increasing revenue.
Professional Services Firm
Leveraging professional services consultants for increased sales.
Selling to Bigger Buyers – What Works, What Doesn’t
Great insights from a recent panel discussion.
Outsourcing Provider Serving the Insurance Industry
Converting their most strategic prospect to a customer.
World Leading Supplier of Telecommunications Systems and Services
Winning large deals by including a clear financial analysis and business case conversation.
E-Commerce Solutions and Outsourcing Company
Learning to meet with the decision-makers and demonstrate the hard dollar value of their solution.
F500 Banking Technology Company
Developing greater comfort selling at the executive level.
Software Company – Environmental, Health and Safety Market
Closing much larger deals in extremely competitive situations.
Small, Fast Growing Imaging and Storage Company
Positioning services at the right times in the sales process to articulate value, resulting in a 30% increase in sales.
Services Division of F500 IT Company
Focusing on business drivers and cash flow improvements, resulting in measurable sales gains.
World Leading Data Warehousing Company
Phase one ROI of over 3000% and 50 million in revenue.
Large Business Process Management Company
Prioritizing opportunities, increasing deal scope and closing more business.
Global Capital Equipment Manufacturer
Better defining opportunities and building collaborative business cases with clients that are winning business.
Global Medical Device Company
Quickly opening doors and generating greater revenue
Case Study: Logicalis
Enabling Logicalis to hire more effectively, sell business outcomes & significantly grow their services business