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"Pretium's Value Assessment methodology is a unique but proven means to both engage the customer executive and construct a compelling business case for the proposed solution. Once you get a taste of the improved positioning and margins, there is no going back to old habits."
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Michael Radigan
Channel Account Manager
Cisco Systems
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The world is filled with product focused sales people. Just ask any buyer.
Most show up with little knowledge about the prospect's business,
and only feel comfortable having a technical discussion. That has to
change. Salespeople must sell higher with a business focus to be successful.
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Solution Selling Challenges
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Business conditions on both the provider and buyer side have presented considerable challenges.
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| Chief among them are: | More |  |
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- The "boxes to solutions" transformation has created the need to sell broader, more expensive, and more enterprise wide solutions
- A significant percentage of technology budgets reside within the business units, creating the requirement to sell to heads of business units and not just IT
- The ability of technology to enable the business must be conveyed clearly in business terms
- The enterprise wide influence of technology solutions means that cross functional decision making is taking place, and providers need to recognize that and sell to all the stakeholders
- Decision making is not focused on a single issue, so all executive decision making criteria must be considered to sell effectively
- Business decision makers expect a credible financial evaluation of potential investments
- Buyers build an internal business case for significant technology investments, and expect providers to participate or even offer guidance — having that ability as a provider is a key competitive differentiator
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How Value Assessment Can Help
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Selling technology and service solutions requires the ability to discuss business issues
with business buyers and build the business case that advocates your solution based on
its business merits.
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| Value assessment can help you to: | More | |
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- Understand how executives make decisions, and align your solution to meet the executives' decision making criteria
- Gain executive access right from the start and leverage those relationships throughout the sales process, developing mentors along the way
- Significantly improve sales force productivity by enabling them to quickly identify prospects who are just "browsing"
- Explore all the areas of value creation to keep your discussions on value and away from price
- Gain the financial acumen required to discuss benefits and the cash flow implications of your solution
- Use a collaborative process of evaluating value that will help you increase margins and close more business
- Use a flexible approach to build a compelling business case that strongly articulates your value and advocates your solution based on its impact on the customer's business
- Differentiate yourself from your competitors with your ability to help customers perform business case evaluations
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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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- Programs are taught within the framework of our proven Value Assessment Methodology
- Programs follow the Learning Progression
- In-depth interviews with your stakeholders to customize programs to your environment, resulting in examples, exercises, and workshops that are representative of your business
- Principals with years of experience selling hardware, software, services, and outsourcing
- Every one of our clients sells technology solutions — we have in-depth knowledge of that marketplace
- Our principals have the expertise and are your instructors
- Many happy clients and their feedback to make continual improvements
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