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Class Duration
EVSF - Foundation: 8 hours
EVSP - Professional: 16 hours
Skill Level:
EVSF: Fundamentals
EVSP: Intermediate
Why Excellence in Value Selling?
The B2B buyer's process has undergone a fundamental transformation due to the increased complexity of technological solutions and the evolving impact of social media, reshaping the dynamics of the B2B buying journey.
According to leading research organizations, the buying process has become a "Long and Difficult Journey."Disruptive technologies like AI, combined with the fact that the number and types of components included in a typical technology solution have increased over the years, have resulted in a more complex buying environment.
More individuals and departments are involved in a tech purchasing process, including the C-suite, and want to be sure that digital transformation results in strategic and business outcomes.
In the current B2B environment, achieving sales success involves meeting various requirements and necessitates employing specific tactics to enhance our value positioning throughout the entire sales process.
objectives of the Excellence in Value Selling program
The objectives of the Excellence in Value Selling (EVS) training program from StrategyOps Institute include: - Prepare and deliver compelling, multi-level value propositions. - Increase the number of meetings with C-level executives. - Convince mid-level buyers, who act as gatekeepers, to arrange meetings with you and their C-level decision-makers. - Understand the reasons and methods for engaging economic decision-makers at the early stages of the sales process. - Tactics to shorten the sales cycle and increase the success rate of sales closures. - Mitigate discounts by justifying pricing through the demonstrated value of the solution.
Description
Unlock your sales team's potential with the Excellence in Value Selling (EVS) training program from StrategyOps Institute, offering two levels of competence: Foundation (EVSF™) and Professional (EVSP™).
EVS equips sales professionals with a tactical approach that seamlessly integrates value-selling elements throughout the sales process. From articulating your solution's unique value proposition to engaging key decision-makers early on, EVS empowers your team to accelerate sales cycles and secure deals.
Crafted within the StrategyOps framework, EVS is tailored to sell disruptive, data-driven, and intelligent solutions effectively. With EVS, you gain practical methodologies and invaluable "how-to" skills to articulate and validate the economic and strategic value of your offerings.
Backed by the StrategyOps Framework, EVS incorporates proprietary Excellence in Value Creation methods honed through training over 10,000 sales professionals globally since 2015. Sales opportunities leveraging the EVS approach consistently boast higher closure rates.
EVS isn't just another sales training program—it complements established methodologies like Solution Selling, Strategic Selling, Meddic, Consultative Selling, and Power-Base Selling, amplifying your team's capabilities and competitive edge. Transform your sales strategy, elevate your team's performance, and close deals with confidence—enroll in EVS today and revolutionize your approach to value selling.
- Course Outcomes - What will I achieve?
- • How to reach and communicate with C-suite executives.
- • Shorten the sales cycle by reaching the economic buyer as early in the sales process.
- • How to achieve the best competitive positioning in the sales process.
- • Develop practical, clear, and concise value-selling communication skills.
- • Develop value selling capabilities in each key stage of the sales process.
- • Understand how to prepare an actionable Business Value Selling Plan.
Who is this course for?• B2B Sales Professionals, such as Account Managers and Business Development Leaders.• B2B Sales Managers and Field Regional Executives.• Professional Services Consultants and Leaders.• Value Engineering Professionals and Leaders.• Marketing and Product Managers.
And anyone directly or indirectly involved in the B2B sales process.
- The participants will receive: - Officially accredited student material.
- - Practical exercises and use cases.
- - Course completion diploma from the StrategyOps Institute.