This is the third company in twelve years where Art Jacobs has come in to do the training. One of the key reasons I joined was that the company was serious about adopting the best field process. - (P.C., London)

It’s not enough just to communicate more efficiently with common terms – you can achieve that from almost any training. We needed to be able to communicate more effectively with a precise language that gets us thinking critically about what it’s really going to take to win our campaigns. The STRATEGY program is just what we needed – I’ve seen nothing as powerful in all my career. - (T. R., Baltimore)

FINANCE, Selling Business Value

(Days TBD) – Our experience has been that most salespeople have a strong work ethic – they are assertive in terms of their sales activity – and, they are very knowledgeable when it comes to their products and services. Great, but too often the above attributes translate into merely lots of tactics that revolve around technical issues. Too many salespeople end up winning the battles, but losing the wars. They are able to stay in the game by saying enough reasonable things about their product or service to establish their technical expertise, and they even to make the “short list” of vendor candidates. And, then they lose!

Sound familiar? We have found that most salespeople can describe the customer results in general, even glowing terms (this will increase productivity, drive revenue and market share, reduce costs, improve efficiency, extend yield, reduce overhead, etc., etc., etc.). However, many are hard-pressed to be specific with the tangible and quantifiable business outcomes in their "claims" and proposals. Most salespeople have a distinct weakness when it comes to the financial side of the equation. They do not fully understand asset management, working capital, how to construct a cost benefit analysis, and what net present value or internal rate of return mean.

These salespeople are then predictably reluctant to ask the right financial questions as they relate to the customer’s business. They rarely have the opportunity to meet with the customer’s top finance people because they are not prepared to have those discussions.

Valkyrie Consulting has teamed with True North, one of our Business Alliances, who are experts at teaching people how to not only understand financial terms and issues,  but what salespeople should do to be viewed by their customers as not just product salespeople, but business consultants. The True North programs are also designed to dovetail the Valkyrie programs in terms of skill reinforcement.

True North has an entire range of pragmatic programs custom-designed to teach your people about finance; all the way from the basics, to the most advanced concepts. You can contact True North using the link below, or go to the Partners tab on this web site.