The Irresistible Value Proposition is a learning and coaching workshop that takes the often confusing concepts of B2B Outcome-Based Selling and make them easy to understand.  More importantly, throughout the workshop you will be applying new concepts to your real sales opportunity.  However, you will never be learning and doing alone. You will have access to your Personal Coach who will question, explain and coach you – either through direct feedback on the platform or through 1 on 1 video teleconference calls. 

Your Value Proposition is the definitive output of your selling process. In complex B2B sales, it is the first thing that will make you stand out from the customer's alternatives. And yet, one of the challenges that we, as sellers, routinely present to customers is that our Value Proposition is not relevant to the customer's Desired Outcomes and thus not very compelling. In this workshop you will learn to answer the following about any B2B opportunity and apply it to your live opportunity:

• Determine the Customer's Desired Outcomes
• Ensure you are aiming at the “Right Deal” for this Opportunity
• Determine if you can Win this Deal
• Understand what is Value in B2B sales
• Make the Customer want to choose us Right Now

With these insights, you will then learn the three attributes of an Irresistible Value Proposition and develop your Irresistible Value Proposition for your live opportunity. After the workshop, you will know how to consistently develop a compelling Value Proposition for your sales opportunities.

The Compelling Proposal is a learning and coaching workshop that tackles one of the most powerful ways to truly differentiate you and your offering and that is the Outcome-Based Proposal.  Throughout the workshop you will be applying new concepts to your real Proposal.  However, you will never be learning and doing alone. You will have access to your Personal Coach who will question, explain and coach you – either through direct feedback on the platform or through 1 on 1 video teleconference calls.

Too often Customers can’t “connect the dots” between our Proposal and the Outcomes/Value they want to achieve.  Our Proposals are treated as a last minute "document" that must be completed as another step in the sales process. Often we simply "cut and paste" from previous proposals and, hopefully, remember to also "search and replace" the Customer's name. And yet, B2B sales are getting more complex with more buying influencers on the customer side and larger selling teams on our side. This creates a lot of risk and uncertainty - for both parties!

The Compelling Proposal, if done right, can serve as a means to manage that risk and uncertainty. And make it easier for the Customer to choose us and know it was the right choice for them. My clients have used this simple template to close deals from $20K to over $1B!

In this workshop, you will learn the following:

• The real purpose of a Proposal
• How to reinforce Trust
• How to establish Credibility
• How to set up the "Right Negotiation"
• How to manage risk and Uncertainty
• How to allow the customer to Buy versus us selling to them

All of this can be accomplished with seven straightforward slides. And you will build your own Compelling Proposal in the workshop.

The Painless Negotiation is a learning and coaching workshop that addresses one of the critical pressure points in closing any B2B Deal - and that is the "Negotiation.".  Throughout the workshop you will be applying new concepts to your real Negotiation.  However, you will never be learning and doing alone. You will have access to your Personal Coach who will question, explain and coach you – either through direct feedback on the platform or through 1 on 1 video teleconference calls.

Too often we view the Negotiation as a single event that occurs when we are across the table from the Customer (perhaps Procurement), when in reality we should have been Negotiating throughout the entire sales campaign. To make matters worse, we are typically not prepared to Negotiate and this "event" is happening late in the sales cycle in a "crisis mode." These are two things that Procurement Professionals are counting on and will exploit to their advantage. Often resulting in long drawn out Negotiations that are Painful at best, but usually result in bad Deals and/or slipped Deals.

In this workshop, you will learn the following:

• The four Common Negotiation Mistakes (and how to avoid them)
• How to ensure we are aiming at a Great Deal for us and the Customer
• How to manage the typically challenging Internal Negotiation within your Company
• Determine which side really has the Power in any Negotiation
• How to set up the ""Right Negotiation"
• How to Negotiate the "Right Way"
• Develop a Negotiation Plan and manage Customer Negotiation Tactics

As you will learn, much of this has already been accomplished when we develop our Irresistible Value Proposition and present our Compelling Proposal. Both of which lay the groundwork for a Painless Negotiation!

Can't Lose Accounts is a learning and coaching workshop that takes the often confusing concepts of B2B Outcome-Based Account Management and make them easy to understand.  More importantly, throughout the workshop you will be applying new concepts to your real live account.  However, you will never be learning and doing alone. You will have access to your Personal Coach who will question, explain and coach you – either through direct feedback on the platform or through 1 on 1 video teleconference calls. 

Past Value Delivered (PVD) is the definitive output of your account management process. In complex B2B sales, it is ultimately what the customer is buying - better outcomes and value. And yet, one of the challenges that we, as sellers, routinely present to customers is that they do not understand the value received from previous purchases of our Products and Services. In this workshop you will learn to answer the following about any B2B account and apply it to your live account in the workshop:

• Understand what Past Value Delivered really is
• See how Key Decision Makers use PVD to make them look like heroes in their company
• Use PVD to set up Renewals, Referrals and Upsell and Cross-sell Opportunities
• Develop Customer Success Plans to ensure you are delivering the expected Value
• Conduct Customer Value Reviews that senior Decision Makers want to regularly attend!

With these insights, you will then be able to set up simple and easy Renewals, enthusiastic Referrals and be offered your unfair share of Upsell and Cross-sell Opportunities!