Distinctive Value Propositions DVP

Guest post by: Peter French
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Sales team Productivity 20 per year - By Peter French

In this newsletter we’d like to refer you to a Harvard Business Review (HBR) a customised copy of which you can get off our web-page at;
http://www.supersmous.co.za/DownloadFiles/QuadS-HBR-value-propositions.pdf

It makes interesting reading on the need for distinctive value propositions (DVP). We’ve highlighted some great points in the article and fully subscribe to the importance of this activity. In fact, we believe it is so important that we teach that DVP’s should not be left to the individual salesperson - but defined in an “extended team” activity with the outcomes tested as part of the qualification criteria for the sales opportunity.

The HBR article suggests that enterprises should have a formal strategy to define what customers perceive as value and build solutions that deliver on those perceptions. Have you thought of engaging a marketing function to articulate specific customer value for a specific sales opportunity?

Infoteam’s workshops Winning Complex Sales (WCS) for salespeople goes further in defining the DVP’s for the individual in the buying centre (BC) while Coaching the Sales Process (CSP) for sales management - emphasises management’s role in coaching and evaluating this activity as part of the PQP. (Project Qualification Profile) Have you considered rejecting a sales project because the sales-team could not articulate or measure a DVP!

WCS overview can be found at;
http://www.supersmous.co.za/DownloadFiles/QuadS MSA Program Description.pdf
and CSP overview can be found at;
http://www.supersmous.co.za/DownloadFiles/QuadS CSP Program Description.pdf

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Sales team Productivity 20 per year - By Peter French

About the Author: Peter French

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Peter French - Managing Member of QuadS International UPSA member 0601220013 With 40 years experience in sales having entered the profession directly from college. His sales skills cover hardware sales in mainframe and distributed computing to large customers with complex IT problems. He has managed sales teams in Hardware, Customer Relationship, Channel and Software sales. -:- We work with management to identify sales process issues by critically analysing recent losses. Key sales team members provide input to ensure that our solution is tailored to meet specific needs. Infoteam’s solutions include workshops for top management and account teams supported by easy-to-use tools, and implementation support: * Change Partners – to secure buy-in and involvement throughout the change process * Initiating New Business – to generate qualified opportunities and fill the pipeline * Winning Complex Sales – to increase the probability of winning current and future sales opportunities * Coaching the Sales Process – to develop sales managers into team coaches * Managing Strategic Accounts – to create stronger partnerships and grow key accounts.
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