A Personal Success Story I Like to Tell
One success story I like to tell has to do with a well run company where the CEO’s sales vision was successfully executed. I was part of a consultative sales team that was told to adopt a value selling process requiring selling a software solution to the prospect’s C-level. Our approach was to understand the business problem and clearly communicate the value of solving it. Our product could help cut purchasing spend by 5-10% in one year and therefore was worth quite a bit. Our CEO had us sell a value assessment first. Our value assessments were small consulting projects designed to elicit the new business processes, value and time to achieve both from the C-level’s designees. The process was new and different for everyone involved including the sales teams. It worked and it was a lot of fun!
The bottom line was that we were able to price our solutions according to the value identified in the value assessment. This meant that a software solution that normally sold for $400-500K could be sold for $8-10M. This experience proved to me that if you can show value to a value-oriented business person they will pay you a lot of money to solve their problem.
I’ve incorporated the principles of value selling into everything I do from project management to gaining funding for small businesses. The experience inspired me to write a book about it that has been a key factor in obtaining projects and jobs over the years.
Share a success story with me! What success has changed the way you do things and/or allows you to differentiate yourself in the business world?
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POSTED IN: Solutions and Trends Requiring Projects
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