Value has a different meaning for different people. In today’s economy, sales executives must consider that in order to effectively sell a solution, a company must implement a Enterprise Value Creation Sales culture with skills that allows its sales force to communicate value at all the different levels within an organization – from the technical and engineering staffs, all the way to C-level executives - in each stage of the sales process. Enterprise Value Creation Selling, or EVCs, uses a four-level approach to value:
• Strategic Value - targeted to C-level management • Economic Value - targeted to budget owners and economic buyers • Operational Value – targeted to operational and business area management • Technology Value – targeted to the technical and engineering staff
The four levels of value used in Enterprise Value Creation Sales are necessary, and only those sales professionals that have the ability to implement value selling skills at these four levels can succeed. If a sales organization cannot accomplish value selling at the economic and strategic level, it will not reach C-level managers, who make the budget-release decisions.
Since 1992, Glomark-Governan has been enhancing and perfecting its EVC™ (Enterprise Value Creation) methodology by continually identifying best practices in the Enterprise Value Creation Sales approach.
The reason why 18 of the top 20 technology companies use Glomark-Governan is because our tools and training for selling value are second-to-none. Genius Base and Genius Plus are tools designed 100% with the sales professional in mind. The Genius tools permit the rapid creation of compelling Business Cases tailored to any specific account that contain value selling information – from the technological to economic value of the solution - that can be used throughout the sales process. Glomark-Governan EVC Training & Certification programs teach sales professionals how to use the Business Case to increase the closure-rate, and use Genius Base and Genius Plus in their value selling process.
Typical Sales Process Improvements with the use of the Glomark-Governan EVC Solutions include (in the most likely case):
- Increase in closing rate: 29% o This is the percentage of increase in proposal-to-closing rate - Increase in access to CXOs:31% o Including CIOs, COOs, and CFOs - Reduction in time to develop business cases:57% o Including the time necessary to generate and configure final reports - Reduction in sales cycle:28% o From need creation to closing - Increase in access to business case managers:37% o Including marketing, sales, human resources, and manufacturing managers and executives - Reduction in percentage of discount o Percentage reduction in the rate of discount, not the actual percentage of discount - Increase in the number of benefits assessed:30% o Additional benefits included in the business case due to the TBO™ model and Genius tool capabilities - Increase in the number of business cases presented:54% o Includes the number of business cases presented to customers Many technology solution providers choose to engage with Glomark-Governan by adopting an internal practice of using Glomark-Governan Genius ROI Selling tools and aligning the Enterprise Value Creation Sales methodology with their current sales process.Other technology solution providers prefer to partner with Glomark-Governan to outsource the creation, development, and presentation of solution specific business cases to their prospective customers.Regardless of their preferred method of engagement, these companies realize the highest level of success when their sales organizations not only sell the technical features and functions of their solutions, but properly present the operational and economic value of their solutions.
Contact us, and we will help you design an Enterprise Value Creation Sales solution with the necessary training, certification, tools, support, and sales process advice that fits your sales organization’s requirements for effective Value Selling!