Anchoring to Business Impact
Sellers must start the conversation higher, oriented to the business impact of your solution.
Sellers must start the conversation higher, oriented to the business impact of your solution.
Sellers need to identify the right champion and arm them with the right content and strategy.
Multi-threaded deals easily get 'stuck' and demand multiple influencer value conversations.
The message should communicate the case for change with qualitative and quantitative benefits.
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Snowflake is a hyper-growth tech startup turned data cloud platform behemoth. With a global sales force, there was a significant opportunity for a common language and way of selling.
After an extensive review, Snowflake selected Brevet as the strategic enablement partner because of our ability to deliver a custom program aligned to their consumption strategy.
Brevet developed a tailored methodology, supported by value messaging and skill content to drive alignment across sales teams and internal partners.
This high-impact live virtual training program has been delivered in multiple languages, across diverse segments and 20+ countries. It has also formed the basis for onboarding programming so all new hires are equipped with the common language from day 1.
The Business Value Selling program has become a critical lever in improving customer business impact of a highly technical IT solution.
This industry leader in talent and learning management software deployed Business Value Selling to better compete in a crowded and stagnate market.
Sellers across the organization were executing inconsistently. Leadership saw a significant opportunity to establish a structured process oriented around business value and impact.
Our program focused on engaging customers early in the decision process, co-creating the solution, and guiding influencers to build buy-in and budget for the purchase decision.
We also created business value messaging tailored for select priority verticals, including healthcare and business and professional services.
The sales impact has been significant, igniting growth across all geographies and segments.
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