Value Selling Workshop

WHO WILL BENEFIT:

Enterprise Sales Executives, Key Account Managers and the SMEs that support them.

DELIVERY:

Instructor Led :

1.5 days, followed by three one-hour pipeline coaching sessions over 60 days.

Objective:

Bill Walton Sales Training has branded a process to make value creation trainable. BWST's Value Selling Methodology helps senior leadership, key account managers, and the subject matter experts that support them to become more issue fluent and to add greater value to key personas. At the heart of this work is a custom-tailored sales process and value proposition that outlines the key activities and timing to distinguish the sales organization and to accelerate sales opportunities. The program is supported to meaningful pre-work, case study and post training pipeline coaching.

Topics covered:

Learning to avoid a commodity trap for your products and solutions
Crafting hypotheses of value for target accounts and relevant stakeholders
Uncovering reliable paths of influence and support with Organization Decision Maps
Creating insight-driven messaging for executives, consultants, and procurement
Stimulating interest and reasons to meet
Managing clients ongoing to grow the relationship and to avoid RFPs

OUTCOMES:

By participating in The Value Creation Workshop™ participants will learn to:

Map an organization and prepare ideas on how they can help, even before making contact
Leverage research and preparation to inform messaging and secure high-value meetings
Create the right conversations that validate clients and informs where you both can drive value
Test solutions with your team and with clients to assess fit
Employ strategies that actually enhance and grow the relationship and shorten the sales cycle
Involve their own organization in high-value pursuits and overall relationship building

"BWST provided our entire sales organization [sales leaders, account managers, consulting and business development teams] with very detailed sales content in a digestible format. The success with our teams was a result their tenure and expertise in sales, and BWST's due diligence in learning about us prior to training. BWST was a huge asset to us and is a key partner in launching our sales enablement platform that's ensuring we can continue to grow."

Head of Sales Enablement, Pharma

"If you're in search of a game-changing resource that not only boosts your deal-making prowess but also deepens your grasp of relationships and value creation, enrolling in Bill Walton's training program is a must. Bill's dynamic coaching style and innovative approach to team development are incredibly valuable. His ability to inspire and guide teams makes him a tremendous asset to any company. I wholeheartedly endorse the Bill Walton Sales Training!"

Learning and Development Manager, AI Software Development

"Bill is an expert at helping to create vision and focus within a sales team. He took the time to listen and understand our needs. Bill helped to put the "puzzle pieces" together to create a wonderful structure focused on value selling and client acquisition."