Never has the imperative been greater to help your customers achieve positive business outcomes. The pressure is on your sales organization to explain it.
Executive decision makers for technology and services demand to understand how their business will benefit from their investments. They must understand the positive business results (business outcomes), how it will advance their business strategy, and how to manage risk.
Selling value is not merely a value message or a step in a process. It’s the WAY you sell. And it differentiates you. Value Assessment in selling is the consultative process of identifying the business impact of an investment, according to the customer’s decision-making criteria, and collaboratively building the business case that explains it.
Widespread difficulty with selling value is the reason we started Pretium. Our value assessment methodology has been tested and proven for over 20 years with providers of technology and services worldwide.
About Our Clients
Typical Industry Segments
- IT Infrastructure
- Medical IT, Devices, Technology
- Manufacturing Automation
- Financial Industry Technologies
- BPO (Business Process Outsourcing)
Solutions They Sell
- Total Solutions
Technology, Software & Services
- Professional Services
- Managed Services
- Capital Equipment
Their Business Challenges
- Boxes > Solutions Transformation
- Shift focus from Tech > Business Outcomes
- New Go-to-Market Strategies
- Software License > SaaS
- Deploy XaaS
- Becoming Services Led or Services Dominant
Learning by Design
Is Your Team Wired for Success in the Things That Matter?
We use world class talent analytics from GrowthPlay to understand your team’s individual and group strengths and weaknesses for executing value assessment. This enables:
- You to anticipate variability in execution
- Us to better customize for optimizing learning design & focusing instruction
- Us to provide specific and actionable coaching tools
- You to make role change decisions with clear insight
How We Customize For You
Say goodbye to off the shelf content and facilitators who don’t know your business or industry. Customization matters; content AND instruction. No client solution of ours is exactly the same. In addition to predictive analytics, we invest a significant amount of time interviewing your subject matter experts to gain their unique insights and learn your business. Our principals handle every step of the sales, customization and delivery processes, taking that knowledge into the classroom to facilitate your workshops, so nothing gets lost in translation. All stories, examples, benefits, value messages, role-plays and more reflect your business and how you work with your customers, ensuring your program is highly relevant and quick to produce results in the field.
Research by the Technology Services Industry Association, TSIA, shows definitively that companies with dedicated PS sales teams rank better on attach rates, quote to close time, revenue, margin and other critical PS KPIs.
TSIA research proves that companies with dedicated managed services sales teams consistently outpace others in recurring revenue growth and margin.