Building a
Value Team

Every sales organization has the same goals.  How do we grow revenue and how do you make sales predictable?  Those are the chief goals of a value consulting team (also referred to as value engineering or value management). 

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Value consulting teams are able to accomplish this through working with customer or potential customers and educating them on the value of the technology.  There are many tools in the toolbox for achieving this, but the main aspect is strategically guiding customers through the creation of a business case.  The end business case is important and how it is presented, but the true value is leveraging that process as an opportunity to gain organizational alignment, educate customers on the value, and leveraging relationships to identify roadblocks in the sales cycle before they become issues.  Through this type of process, there will be no question what the value is by the time you present pricing.  Eliminating the need for discounts (more revenue), educating customers on why more of the software should be purchased (more revenue), and being well in tuned with the customers buying process to identify if the deal will close or not (predictability).   

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Value Path Group will work with you to create the team, enable others in the sales process on best practices as it relates to the value team, and leave you the expertise to run and grow your team successfully.