Webcasts, Podcasts and Documents

Understand – Executive briefing

You don't mess with your sales process without a very good reason and without understanding what you're going to change, why you’re going to change it and what you expect to get back for the risk and cost of the change.

The executive briefings will place you in a position properly to judge whether Value Based Selling is right for your organisation and, if it is, how safely to enhance your existing sales process.

Identify - The Outline Service

Outline is about building on the work you have already undertaken to determine customer value and helping you to clarify what we call your total Value Capability - that's to say the full breadth and depth of the value that your products and services can potentially deliver to any customer.

By working with you to look upstream and downstream of the points at which your products and services have their direct impact we can, together, confirm your analysis of the quantified and unquantified value and add the invisible and innovation value.

The webcast runs for approximately 7 minutes.

Measure - The Measure Service

Our Measure service is all about helping you to improve the utility of your customer value by adding effective units of measure to your value driver definitions. The Measure service assumes that you have taken advantage of our Outline service to define your value drivers or that you are already clear about what we call your Value Capability.

We'll first explain the general problems associated with coming up with the right measures, after which we'll set out our Measure service in terms of what it does, what it produces and an indication of how long it will take.

The webcast runs for approximately 7 minutes.

Communicate - The Simulate Service

This webcast/podcast discusses the reasons why conventional ROI calculators have become discredited, the characteristics of a good value calculator and the positive sales effect it can have. We describe our Simulate service that is designed to help those who wish to communicate their customer value more effectively to support both sales and contract negotiation activities.

Our Simulate service is designed for those who have used our Outline and Measure services or have done a lot of work regarding the general nature of their customer value but would like help to communicate their solution capabilities in value terms.

The webcast runs for approximately 9 minutes.

Skills - The Skills Service

This webcast/podcast discusses the Skill service the purpose of which is to help you bring into sharp focus the key behaviours and techniques that are needed to achieve top line sales when using Value as a key argument. We discuss the skills and disciplines needed by sales people when using 'value' as a key basis for selling.

The Skill service assumes that you have either taken advantage of our Outline, Measure and Simulate services to define your value drivers or that you are already clear about what we call your Value Capability.

The webcast runs for approximately 8 minutes.

Track & Deliver - The Track Service

This webcast/podcast discusses the Track service the purpose of which is designed for those who need to demonstrate the tangible delivery of customer value (both hard and soft) in a manner that minimises the potential for disagreement.

Track will create for you the means to agree the scale of potential customer value, the means by which it will be delivered and the means to pre-emptively track actual customer value.

The webcast runs for approximately 6 minutes.

TrakSkill Sales

TrakSkill - Sales works with all types of sales training methods and is not, of itself, a sales training tool. It simply aims to help you minimise your training spend and maximise the effectiveness of your training outcomes.

It will allow you to model the revenue and cost effects of achieving different levels of sales capability. This provides a clear statement of skill requirements together with an indication of the numbers of people actually required against which the training programme can be designed and, where appropriate, training suppliers selected.

The webcast runs for approximately 10 minutes.