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"Thanks to Pretium Partners, we have changed
the way we sell!! Pretium's Value Assessment Methodology provides the
structure and tools for the most important aspect of closing the sale
- meeting with the decision maker and demonstrating the hard dollar
value of your solution. Trust me - it works!"
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Jeff Solinger
Vice President, Outsourcing
Sterling Commerce
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Outsourcing can be one of the most complex solutions to sell and
manage. Accordingly, the bar is raised for the outsourcing
sales professional.
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Outsourcing Selling Challenges
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Business conditions on both the provider and buyer side have presented considerable challenges.
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- Selling outsourcing is complex and unfamiliar to many sales professionals.
- Outsourcing is a top-down decision involving a large number of people on both the provider and buyer side
- Relationship management and proper expectation setting is paramount.
- The long sales cycle means that the cost of sales can be quite high, and the cost of losing late in the process can be dramatic.
- Articulating the strategic alignment between outsourcing and the client's business.
- Explaining how outsourcing impacts the financial position of a company.
- Much publicized failures in outsourcing have created cautious buyers.
- Success stories that are quantifiable and verifiable are critical for the seller to be successful.
- Outsourcing continues to evolve and providers must be equipped to educate the seller on the changing marketplace and what it means to them.
- Buyers are becoming more educated about outsourcing, resulting in greater scrutiny on each investment
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How Value Assessment Can Help
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The ability to work at the executive level where outsourcing decisions
are made is critical to success. Executives want to learn about the
value you can create in their organization, and have proof that you
have successfully done it before.
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| Value assessment can help you to: | More | |
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Customization Leveraged For You
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Learning is optimized when the instructor understands your business and the program uses meaningful examples.
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| Your program will be highly relevant because: | More | |
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