New Value Insights: Finding Hidden Value
New Value Insights: Finding Hidden Value
A professional certification training course from The Value Council
Course Recap (3 Days)
The buying environment has changed. Deals are tougher to win, they take longer, and too many end in “No-Decision”. Budgets are more fluid.
Users are more involved in technology decisions. Technical superiority is not enough, value is the language that executives understand when prioritizing projects and releasing funds. Tacking value to the solution at the end of the sales cycle does not work. For success today, providers must evolve, using value as the foundational way to go-to- market, customized to every deal and articulated by every sales team member.
This unique course provides the world’s only opportunity to learn this new level of value selling in record time. Attendees gain new perspectives, skills, tools and confidence to become “true value” stars for their firm.
Course Schedule
Course Description
To maximize learning in this fast-paced training, participants will gain hands-on experience and solve real-life sales problems via interactive role plays and exercises. The power of this course derives from (a) utilizing content that leverages the “best of the best” experiences of the hundreds of worldwide members of The Value Council, (b) providing highly interactive learning sessions, and (c) using course facilitators with strong field and training experience, and a passion for true value selling.
A “Certificate of Completion” will be issued at the end of the course, in addition to 24 Continuing Education Credits (CECs). After this, participants will be eligible for a “Certificate in Full Value Selling™” upon completing satisfactory, follow-on testing and evidence of relevant fieldwork.
This course is offered publicly, as well as via customized versions for specific organizations.
What You’ll Learn
- Realities of the Digital Era and why they urgently require value-focused approaches beyond current practices.
- Skills to understand/better influence CxOs and their decision team.
- Skills for making presentations and demos more compelling via a more innovative value emphasis.
- Techniques for upgrading current business case methods to be a more powerful “Actionable Business Case™” that continuously guides the achievement of business outcomes.
- Ways to galvanize internal sales, marketing and executive teams to enthusiastically support value efforts.
- Approaches for motivating and guiding customers to do their part in realizing value from solutions being considered.
Course Structure
Course Topics
- Understanding and Influencing CxOs
- Identifying what crucial information needed, and from whom.
- Creating messages and value-dialogs that resonate with CxOs.
- High impact techniques for CxO in-person interactions.
- Value-Positioning of Solutions
- Methods for linking a solution to what buyers care about.
- Deeper understanding of the audience.
- New techniques for creating full value-focused solution presentations and demos.
- Actionable Business Case (ABCase) Development
- Seven essential qualities of an ABCase that make it distinctively powerful.
- Better interactions with key stakeholders.
- Finding hidden value that others miss.
- Using Value Flow Maps, the secret tool to boost value buy-in.
- Effective storytelling to move buyers to buy now.
- Ways to motivate internal teams and customers to support value enhancement techniques.
Register Now: Class sizes are limited!
About the Value Academy
• The Value Academy is a training platform
• Uniquely empowering business and IT professionals
• Designed for value practitioners, salespersons, product marketers, and their leaders
• Academy courses are delivered by top instructors in their field.
Option: New Skill Reinforcement,
90 Day Coaching of 20 hours (+ $3,000)
Who should take this course?
Business Value Consultants
Boost impact via more powerful business cases
Pre-Sales, Inside-Sales, Sales Teams
Bolster the impact of proposals, executive interactions, presentations and contract negotiations
Customer Success and Account Managers
Help clients find more value than expected from planned and ongoing implementations and subscription operations
Product Marketers
Strengthen external and internal product appeal via stronger value appeals
Why take this course?
Ensure you have the latest and greatest tools, templates and approaches from the best of the best.
Learn “tricks of the trade”, not just academics.
Expect to get new thinking in the use of value in all phases of the sales cycle.
- To better qualify
- To build competitive differentiation earlier in sales cycles
- To help the prospect get their project prioritized and funded
- Better arm the prospect champion to use value to help sell internally
Ensure your place in an emerging professional community that leads to recognition, promotions and increased income.
Course Instructors
