Value Engagement SeriesA Skills Blueprint to Engage with your Customers

© The TAS Group 2011

Value Engagement Series

An intelligent and automated skills blueprint to engage with your customers to discover what they really want, access and influence the people who really matter, and to present their preferred solution, aligned with your unique value

© The TAS Group 2011

CSO Business Requirements 2011

Source: CSO Insights, 2011 Sales Management Optimization

© The TAS Group 2011

The TAS Group: Capability Overview

Opportunity Management-

Win more deals

Sales Process-

Manage the buying process

Account Management-

Key account penetration

Strategic Channel Mgmt-

Maximize strategic alliances

Blended Learning: Online Learning, Certification & Assessment | Workshops | Sustained Learning

Value Engagement Series - Skills Blueprint: How to Engage to Discover, Access and Deliver Value

Sales Coaching Office: Embed sales coaching discipline for accelerated impact

Predictive Sales Forecasting, Pipeline Management and Performance Analytics

MOMENTUM | Customer Success Charter | Change Execution Process

Automated Coaching Knowledge Intelligence Methodology Analytics. . . .Other ….

Supported by:

100 experienced facilitators and consultants around the world.

© The TAS Group 2011

Value Engagement Series

Sales Methodology-

How am I doing in this Account / Opportunity compared to the competition?

Sales Skills - How do I execute the Sales Methodology and Sales Process to

improve performance and sustain results?

Sales Process-

Where am I in this Opportunity and what must I do next to progress it?

© The TAS Group 2011

Problems that Sales Skills Address

• We don’t understand our customers’ requirements

• We’re not getting in front of the right people

• We present/demo too early in the process

• We’re not connecting with our buyers

• We’re not communicating our unique value

• We take too long to advance the sales cycle

• We can’t show we’re better than the competition

• We struggle to execute our sales methodology

• We can’t make our sales training stick

Value Engagement Series - Skills Blueprint: How to Engage to Discover, Access and Deliver Value

© The TAS Group 2011

Value Engagement Series - Overview

Engage to Discover and Access Understand the buyer’s perspective Uncover business problems Map the potential solution Connect with the political structure Gain access as a Trusted Advisor Control the call or meeting

Engage to Deliver Value Present the buyer’s preferred solution Align your unique value Control the presentation

© The TAS Group 2011

Discover – Uncover and Elevate Customer Needs

Skill Set

Understanding the Buyer

Asking High Yield Questions

Competitive Positioning

Using Collaboration and Strategy Maps

Joint Engagement Planning

• Understand and validate your customers’ requirements in their terms

• Formulate and ask the best questions to connect functional needs and business impact

• Conduct effective discovery conversations

• Set competitive traps so your customer better believes your differentiation and strengths

© The TAS Group 2011

Access – Connect with Your Customer

Skill Set

Establishing Context and Trust

Using Call/Meeting Plans

Gaining Access to Executives

Navigating the Political Structure

Leveraging social media

• Learn behaviors that drive trusted relationships

• Analyze and narrow relationship gaps

• Develop messages of value by level and role

• Find and be found using social media

• Chart your path to the C-Suite through coaches and influencers

© The TAS Group 2011

Deliver Value – Align with Your Customer

Skill Set

Extending the Collaboration Map with Solutions

Mastering the Delivery Heartbeat

Presenting Value

Handling objections

• Organize your presentation environment and agenda for optimal results

• Connect your solution proof and unique value to the customer’s validated needs

• Create and deliver personalized benefit statements

• Link benefit to value to results

© The TAS Group 2011

Results

• VES delivered by InfoMentis to 50,000 sales professionals (InfoMentis acquired by The TAS Group)

• Coached deals win rate of 60% versus 30% uncoached

• Moved win rate from 24% to 48% in 1 quarter

• 95% forecast predictability in first quarter

• 45% increase in overall sales revenue

• Elevated customer satisfaction and relationships

• Decrease sales on-boarding by 2-3 months

© The TAS Group 2011

Technology-Enabled Skills Advantage

Value Engagement Series - Skills Blueprint: How to Engage to Discover, Access and Deliver Value

- On Demand Sales Performance Automation Platform for Sustained, Measurable Results

Value Engagement SeriesQuestions?