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
Distinctive Value Propositions DVP - To learn more about this author, visit Peter French's Website.
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Peter French
(Visit Peter's Website)
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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