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"Pretium's Value Assessment methodology is a unique but proven means to both engage the customer executive and construct a compelling business case for the proposed solution. Once you get a taste of the improved positioning and margins, there is no going back to old habits."
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Michael Radigan
Channel Account Manager
Cisco Systems
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The world is filled with product focused sales people. Just ask any buyer.
Most show up with little knowledge about the prospect's business,
and only feel comfortable having a technical discussion. That has to
change. Salespeople must sell higher with a business focus to be successful.
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Solution Selling Challenges
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Business conditions on both the provider and buyer side have presented considerable challenges.
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- The "boxes to solutions" transformation has created the need to sell broader, more expensive, and more enterprise wide solutions
- A significant percentage of technology budgets reside within the business units, creating the requirement to sell to heads of business units and not just IT
- The ability of technology to enable the business must be conveyed clearly in business terms
- The enterprise wide influence of technology solutions means that cross functional decision making is taking place, and providers need to recognize that and sell to all the stakeholders
- Decision making is not focused on a single issue, so all executive decision making criteria must be considered to sell effectively
- Business decision makers expect a credible financial evaluation of potential investments
- Buyers build an internal business case for significant technology investments, and expect providers to participate or even offer guidance — having that ability as a provider is a key competitive differentiator
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How Value Assessment Can Help
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Selling technology and service solutions requires the ability to discuss business issues
with business buyers and build the business case that advocates your solution based on
its business merits.
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| Value assessment can help you to: | More | |
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Customization Leveraged For You
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Learning is optimized when the instructor understands your business and the program uses meaningful examples.
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| Your program will be highly relevant because: | More | |
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