Every deal we work on is associated with a customer project that has a business case. We should not expect high performance in our sales organizations if we as sellers don't understand that business case, and the economic value of our solutions." I spent 30 years in enterprise software sales, sales management and general management. 125 quarters (Read full bio)
Every deal we work on is associated with a customer project that has a business case. We should not expect high performance in our sales organizations if we as sellers don't understand that business case, and the economic value of our solutions." I spent 30 years in enterprise software sales, sales management and general management. 125 quarters with a "number", working for great companies and with terrific people. But alignment to customer business objectives and the quantification of that value was super elusive. Looking at customer survey statistics, it is clear that selling companies are not good at it. If you're familiar with Target Account Selling, or TAS, I've reviewed over 1000 TAS plans. Critical elements of TAS were missing over 90% of the time because key elements such as Unique Business Value, Critical Success Factors, Compelling Event, Time to Value, Economic Value Proposition and others were either missing or ineffective. TAS without those is like a body with a sick heart or a car with a failing engine. That's not limited to TAS. Pick your methodology, Solution Selling, Challenger, Value Selling, etc., etc., they all depend on this business alignment and are all rendered much less effective when that is missing. It's missing 95% or the time or more because there is no business application for value selling. So, John Porter and I founded DecisionLink to build that business application. It's been hard, if it were easy, somebody would have done it already. We've solved some tremendously difficult problems and had great customer-partners participate in our journey. We're not done, but DecisionLink ValueCloud is the first ever enterprise-class business application for value selling. And we're just getting warmed up. Forget altruistic notions of alignment for the sake of customer satisfaction. At the end of the day, the ability to do this helps build pipeline, improves close rates, reduces discounting and more. In short, it enhances our ability to attain and exceed sales goals. So, this is our passion and the genesis of DecisionLink, to bring the power of automation to this challenge for the first time. Check us out and see for yourself the power of a world-class app for the most important part of the account relationship, communicating clearly "why buy, why from me and why now." (Close)