Think of the standard bell curve with your top sales performers and your poor performers on opposite sides of the distribution.  Some sales people are gifted with the ability to close deals without sacrificing margin while others need to dig deep into their discounting toolkit to close a sale. What if your sales teams had better insights into how your offerings deliver value to customers and a superior toolkit to be more effective communicators?  The result would be a smaller number of your sales team having to resort to profit killing tactics to succeed. That is the goal of value selling and for organizations that are serious about capturing value through price the ability to quantify and communicate customer value is critical.  
 

• What to Expect
• Case Study

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Objectives

Outcomes

• Understand the value of our differentiation to customers
• Equip your sales teams with tools designed to demonstrate the value of your offerings
• Improve overall sales effectivess

• Access to dynamic tools that enable sales teams to quantify and communicate customer value
• Greater alignment between marketing and sales on how to communicate and capture value
• Faster sales cycles and higher margin deals due to improved value communication capabiliteis

ROI

Watch Outs

• The impact of a well executed value selling tools can be very significant.  
• We have seen returns on investment of 10x - 20x through reductions in discounting, improved lead qualification and faster sales cycles.  

• Sales teams must be able to provide significant input into the design and capabilities of these tools to ensure adoption
• Sales teams will have to make adjustments to how they interact with customers in order to capture critical data points needed to quantify value
• Sales training is key

$80 Million Line of Surgical Equipment Preparation & Maintenance Solutions for Hospitals

Challenge	Solution	Results
Hospital administrators where overlooking the significant value of outsourcing surgical equipment cleaning, preparation and maintenance Early adopters where benefiting from measurable cost reductions and where very happy with the service Despite some early success the supplier saw greater opportunity for expansion by developing a more compelling value proposition that was able to demonstrate the value more effectively ​.	The marketing team decided to develop stronger marketing tools for the sales team to communicate and demonstrate value​ With data gathered from a existing users plus a focused market research effort a dynamic value selling calculator was developed Sales teams could input key customer operational data such as number of surgeries, time required to clean and prep surgical kits, etc., and demonstrate the financial benefits to the hosptital	The new sales tools proved to be very successful.  Whithin 3 months the entire sales staff was trained and using the tool with prospects during the sales process.   A post roll-out survey was conducted where sales team estimated that the tools was a key factor in being able to close more deals with a shorter sales cycle.  ​.

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