Value Selling

Value Selling

Introduction to Value Selling
1. What is Value Selling ?
Value Selling in the art and science of selling exclusively based in Value of the offering, rather than on Price, Promotion or customer’s Prejudice (favoue/bias)
2. What is the objective of Value Selling ?
To ensure sustainable Customer Lifetime Value (CLV) and expand Customer Equity
3. Why is Value Selling necessary ?
To bring Transformational advancement in Sales and Account Management approach of an organization.
4. In which stage of Customer Lifecycle is Value Selling important ?
Throughout the Customer Lifecycle – Prospecting, Acquisition, Account Management.
Evolution of Value Selling
Comparison of Traditional, Solution and Value Selling
Areas of Difference Traditional Selling Solution Selling Value Selling
Focus Closing the Deal Solving the cusromer’s problem Enabling the customer’s
business journey
Foundation of Sales
pitch
Features, Functionatilies, Attributes,
Price
Gain creation, Pain/Risk mitigation,
Price
Desired Future State and Value of
Success of the customer
Approach Transactional Strategic Transformative
Mostly suitable for
selling
Almost all types of offerings Specialized or Niche offerings Differentiated offerings
Target customers Wide range offering is relevant Specific Verticals or Horizontals Specific accounts
Decision makers
(in most cases)
Technical and/or Functional management Technical and/or Functional management Executive Management
Pricing practice Cost or Effort based Outcome or Effort based Value based
Sales cycle Short, Medium or Long, based on value
and complexity of the deal
Medium to Long Medium to Long
Sales conversion % Average Medium to High Highest
Customer Lifetime
Value
Low to Medium Medium to High Highest
Value Selling is crucial to shape Customer’s demand and your Margin
Benefits of Value Selling
Imparting Knowledge on Value Selling – Bizwin’s Approach
Bizwin’s Primer Content & Workshops for Value Selling
Value Selling Core Content & Application Workshops
Partners’ Profiles
Aurijit Ganguli

Aurijit Ganguli

Over 28 years experience in Indian and MNCs including Oracle, LG & Duncans. Have held leadership roles and delivered Sales growth in North America, Europe and India markets.

Anjan Banerjee

Anjan Banerjee

Nearly 40 years experience in global leadership roles in IBM, CMC, Digital, PwC & Cap Gemini. Drove revenue growth and several leadership initiatives in different parts of the world.

Susheel Nagarajan

Susheel Nagarajan

More than 30 years of Sales and General Management experience in small to Fortune 500 companies like Microsoft, Oracle and Accenture. Managed revenue growth in U.S.A , and South Asia markets.

Gary Purnhagen

Gary Purnhagen

Based out of New York, Gary brings in nearly 40 years of strategic leadership experience. Have worked extensively in Sales, Financial management for start-ups and large companies like Bowne & Co.

Ram Sharma Varanasi

Ram Sharma Varanasi

Over 3 decades experience in various global Sales and General Management roles in Indian and MNC IT firms including Dassault, Oracle India & USA, Silicon Graphics Inc , Gulf Computers & Wipro Infotech.

Shantanu K Bose

Shantanu K Bose

Nearly 30 years experience in Sales leadership roles in India and ASEAN countries for IT firms like Oracle and NIIT

Jubin Mishra

Jubin Mishra

Nearly 22 years experience in strategy, consulting, program management in the functional domains of Marketing & Communication, Sales & BD in companies like Accenture, Sony, HSBC and LG.

Get In Touch

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