It’s been used in many industries. It gives sales professionals a distinct edge, regardless of whether you are selling direct to the customer, or through a channel partner. The Value Wheel, winner of three sales awards, helps you refine your sales strategy to win those “Must Win” deals. It helps you uncover true, competitive advantage. Whether you are bidding to win a contract with a highly regulated buying process, or fighting competitors who are trying to buy the business by undercutting your price, Value Wheel gives you the initiative.
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Confront, avoid or “snuggle up” and …who coaches them?
Most sales leaders expect to coach their teams, but just how effective is the coaching they provide? Read the rest of this entry
We love ‘thank you’ messages from customers. One email told us our client (transportation sector) had won a contract worth €1.6 billion against a strong, preferred, competitor. The sale looked really difficult but they did it. How? They tell us our Value Wheel workshops made the difference. They influenced the customer’s expected decision. Read the rest of this entry
You know that moment when a ‘must win’ sales negotiation starts to feel uncomfortable. Your customer is proposing damaging terms and you’re forced into a position where you’ll have to make a choice you don’t want to make. Read the rest of this entry