The power of business impact selling

Transforming the Language of Selling

To Drive:

• Higher Margin Business

• Shorter Sales Cycle Times

• Easier Extension Business

• Long Term Customer Loyalty

A Different Kind of Selling

In today’s hyper-competitive and rapidly changing marketplace, sales organisations and salespeople are being increasingly challenged to demonstrate they have both the under-standing and the ability to provide….measurable “business value” services and solutions that strongly align to the customers business goals and strategy. This is the type of “transformation” that Exceed helps sales organisations to be able to execute in every client engagement. Business Value selling is more than a book, a speaker, a seminar, or this year’s manage-ment theme. Many people think they know what it is, but in most cases, they fail to understand the depth of this business philosophy and sales process. Value added sales-people take the initiative to add value. These salespeople do not wait for the customer to complain about the price and then start outlining their value. They build more value in on the front end so that price be-comes less of an issue on the back end.

Business Impact Selling

Intentional Sales Opportunity Planning

Key Account Growth Planning

ROI focused Business Proposal Design

Sniper Approach to Winning Net New Cus-tomers

Compelling Presentation Skills

Understanding financial reports

Innovative Sales Conference Design and Facilitation

Selling Skills for Customer Support Staff

Sales Skills Coaching 1-1 or in small teams

Getting to the Executive suite

Exceed Programmes

Because of this customer value focus, business value salespeople are in business to make a difference, not just to make a deal. They approach the sale by asking themselves this question, “Where can we have the greatest impact on the customer’s business?” Successful salespeople engineer this sale when they penetrate the decision process early, meet all levels of decision makers, define and sell value in customer terms, and convince the buyer that the seller’s solution mirrors the buyer’s needs. This is the Business Value selling process. It is a process of identifying viable opportunities, penetrating these accounts thoroughly, qualifying these opportunities, capturing the business, as-suring buyer satisfaction, and retaining and growing the business. The latter activities differentiate business value selling from traditional selling. In traditional selling, salespeople focus on offensive selling activities; i.e. pursuing new business. In fact, there is a bad case of pipeline-itis across the globe. Managers are so obsessed with finding new business and discovering new opportunities that they often ignore their existing customers. It’s ensuring you shut your back door so that you don’t lose as much business from the back door as you bring in the front door. A big part of what business value salespeople do is to assure customer satisfaction with what they’ve sold the customer. They follow up. During this follow up they dis-cover additional opportunities for business. For one-tenth the cost of acquiring new business, you can service an existing account and grow the busi-ness. Initially, the value-added salesperson is a diagnostician—he diagnoses the customer’s problems and then prescribes the right solution. The salesper-son evolves into the promoter or persuader mode. It’s here that the business value salesperson positions his company as the value-add supplier, differentiates his solution, and presents his offering in a compelling manner. Business value selling is significantly different than traditional selling. Traditional salespeople sell products—value added salespeople solve problems. Traditional salespeople make deals—value added salespeople want to make a difference. The fundamental selling skill for traditional salespeople is closing—the fundamental selling skill for value added salespeople is probing and listening. Bottom Line? Add value, talk ”investment” not “cost”. Sell value, not price!

Manager as Leader and Coach

Motivation Skills

Sales Team competency analysis

Analysing Sales Performance—objectively

Implementing healthy and disciplined sales best practice

Territory Management

Managing the Forecast

Deal Analysis

Exceed Sales Management

The Exceed Team

• Founded in 1990, Exceed has worked with more than 500 organizations to drive significant revenue, margin and market share for our clients.

• Exceed transforms the language of selling from price and product to quan-tified business value – we believe that selling is about showing customers how to make money, save money or both all the while reducing risk.

• Every Consulting Team Member has a minimum of 15 years sales and sales management experience which means we understand and empathize with our audiences.

• Exceed uniquely link’s our Customer’s value proposition with Exceeds proven business value selling methodologies showing sales team members not only WHAT to sell but more importantly HOW to sell these solutions in the most effective way - that is, with a business case that demonstrates the tangible value your customers can expect to achieve as a result of making any investment in your services and solutions.

• Sales Managers are critical to the success of a Sales Transformation Programme and Exceed provides workshops to equip Sales Management with the skills and tools to lead and coach their teams ensuring tight control over the pipeline and introduction of healthy and disciplined sales best practice to reduce the sales cycle and maximum margin.

• The Exceed Win Planning Methodology ensures tight control over every key sales opportunity resulting in a positive and long-term impact on the win:loss ratio. Where an increase in share of wallet in a key account is re-quired we engage with industry experts to identify the real challenges the customer is facing and then build a proactive plan to demonstrate the value your organization can bring to the customer's table.

In many cases we practice what we preach offering our clients a risk and reward engagement model whereby we link our

fees to your success.

Delivering Business Outcomes

With CxOs under intense scrutiny to

demonstrate the tangible value of any

major investment, salespeople need to

move the language of selling from

price and product focus to one that

demonstrates the tangible, economic

value of their proposals.

Sales Transformation Defined The Exceed Margin Growth Journey

Our Customer’s Results:

65% increase in deal size and 67% reduction in sales cycle time. “The most effective

sales program ever undertaken in HPE.”

15% increase in profitability – achieved by moving the sales force from product and

price selling to selling the business value of Nokia’s customer engagement manage-

ment software.

13% increase in contribution margin on software.

Sales Opportunity Management and Coaching leading to win at world’s largest Telco

customer valued at over $1 billion over 3 years.

Transition to business value selling resulting in reduction of average discount given

from 35% to under 10% realizing incremental margin of $18m+

All Exceed programmes are underpinned by agreed measures of success that can be audited throughout the life of the

project. Driving revenue and margin is the bottom line for every engagement. Our role is to make ourselves redundant

but only once the financial goals are achieved.

CONSULTING

If you can’t measure it, you can’t improve it.

EXCEED GLOBAL LIMITED

HEAD OFFICE

Tel: +44 1925 755759

Mail: admin@exceed-global.com

USA OFFICE

Tel: +1 973 570 7290

Mail: artmombert@exceed-global.com

CANADA OFFICE

Tel: +1 416 670 2505

Mail: chris.champagne@exceed-global.com

LATIN AMERICA OFFICE

Tel: +54 911 44 45 90 50

Mail: Info@exceedlam.com