Introduction to Value Selling
Value Selling
Transformational selling techniques for top global companies
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)
To ensure sustainable Customer Lifetime Value (CLV) and expand Customer Equity
To bring Transformational advancement in Sales and Account Management approach of an organization.
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
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
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
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
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
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
Nearly 30 years experience in Sales leadership roles in India and ASEAN countries for IT firms like Oracle and NIIT
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.
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