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Value Engagement Series from The TAS Group

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Value Engagement Series from The TAS Group

  1. 1. Value Engagement SeriesA Skills Blueprint to Engage with your Customers
  2. 2. Value Engagement SeriesAn intelligent and automated skillsblueprint to engage with your customersto discover what they reallywant, access and influence the peoplewho really matter, and to present theirpreferred solution, aligned with yourunique value © The TAS Group 2011
  3. 3. CSO Business Requirements 2011 Source: CSO Insights, 2011 Sales Management Optimization © The TAS Group 2011
  4. 4. The TAS Group: Capability Overview MOMENTUM | Customer Success Charter | Change Execution ProcessOpportunity Management Sales Process Account Management Strategic Channel Mgmt - - - - Win more deals Manage the buying process Key account penetration Maximize strategic alliances Blended Learning: Online Learning, Certification & Assessment | Workshops | Sustained Learning Value Engagement Series - Skills Blueprint: How to Engage to Discover, Access and Deliver Value Sales Coaching Office: Embed sales coaching discipline for accelerated impact Supported by: Predictive Sales Forecasting, Pipeline Management and Performance Analytics . . . Automated Coaching Knowledge Intelligence Methodology . Analytics 100 experienced facilitators and consultants Other …. around the world. © The TAS Group 2011
  5. 5. Value Engagement Series Sales Methodology Sales Process - - How am I doing in this Account / Where am I in this Opportunity and whatOpportunity compared to the competition? must I do next to progress it? Sales Skills - How do I execute the Sales Methodology and Sales Process to improve performance and sustain results? © The TAS Group 2011
  6. 6. Problems that Sales Skills Address• We don’t understand our customers’ requirements• We’re not getting in front of the right people• We present/demo too early in the process• We’re not connecting with our buyers• We’re not communicating our unique value• We take too long to advance the sales cycle• We can’t show we’re better than the competition• We struggle to execute our sales methodology• We can’t make our sales training stick Value Engagement Series - Skills Blueprint: How to Engage to Discover, Access and Deliver Value © The TAS Group 2011
  7. 7. Value Engagement Series - Overview Engage to Discover and Access  Understand the buyer’s perspective  Uncover business problems  Map the potential solution  Connect with the political structure  Gain access as a Trusted Advisor  Control the call or meeting Engage to Deliver Value  Present the buyer’s preferred solution  Align your unique value  Control the presentation © The TAS Group 2011
  8. 8. Discover – Uncover and Elevate Customer Needs • Understand and validate your customers’ requirements in their terms • Formulate and ask the best questions to connect functional needs and business impact • Conduct effective discovery Skill Set conversations  Understanding the Buyer  Asking High Yield Questions • Set competitive traps so your  Competitive Positioning customer better believes your  Using Collaboration and differentiation and strengths Strategy Maps  Joint Engagement Planning © The TAS Group 2011
  9. 9. Access – Connect with Your Customer• Learn behaviors that drive trusted relationships• Analyze and narrow relationship gaps• Develop messages of value by level and role• Find and be found using social Skill Set media  Establishing Context and Trust• Chart your path to the C-Suite  Using Call/Meeting Plans through coaches and influencers  Gaining Access to Executives  Navigating the Political Structure  Leveraging social media © The TAS Group 2011
  10. 10. Deliver Value – Align with Your Customer• Organize your presentation environment and agenda for optimal results• Connect your solution proof and unique value to the customer’s validated needs• Create and deliver personalized Skill Set benefit statements  Extending the Collaboration• Link benefit to value to results Map with Solutions  Mastering the Delivery Heartbeat  Presenting Value  Handling objections © The TAS Group 2011
  11. 11. Results• VES delivered by InfoMentis to 50,000 sales professionals (InfoMentis acquired by The TAS Group)• Coached deals win rate of 60% versus 30% uncoached• Moved win rate from 24% to 48% in 1 quarter• 95% forecast predictability in first quarter• 45% increase in overall sales revenue• Elevated customer satisfaction and relationships• Decrease sales on-boarding by 2-3 months © The TAS Group 2011
  12. 12. Technology-Enabled Skills Advantage Value Engagement Series - Skills Blueprint: How to Engage to Discover, Access and Deliver Value - On Demand Sales Performance Automation Platform for Sustained, Measurable Results © The TAS Group 2011
  13. 13. Value Engagement Series Questions?

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