Differentiating Value™
For: Executives of companies with commodity products who erroneously believe that they must compete on price, and therefore accept the slimmest of margins. Price-driven sales organizations find it difficult, if not impossible, to realize profitable, predictable revenue growth.
Learn: How to develop value differentiation strategies that enhance revenue and margins. Value-driven sales organizations with clear value differentiation are positioned to realize profitable, predictable revenue growth, enhance margins, shorten sales cycles and erode competitors’ market share.
Create a value proposition that differentiates your products from competitive offerings.
Empower salespeople to meet/exceed revenue expectations.
Project and protect your value proposition in the face of increasing commoditization.
Integrate value differentiation strategies into your business.

Finding and Exploiting Your Competitor’s Achilles Heel
For: Marketing and salespeople and executives who want to protect or enhance their
market share by proactively destroying competitive differentiators.
Learn: How to determine and combat competitive differentiators.

Upgrading Your Sales Force
For: Sales and C-level executives who are looking for an effective way to find and hire sales people who can and will sell their products in their specific market environment. Not every salesperson can or will sell every type of value differentiator, whether it is price, service, etc. It is imperative that companies understand what constitutes a salesperson that will perform in their organization.
Learn: How to identify salespeople that can and will sell. Companies that are saddled with salespeople who do not meet expectations do not know how to select the right salesperson for their needs. No company can afford to lose opportunities wasted by ineffective salespeople.

Define the skills, behavior, and thinking required for selling your products/services.
Objectively determine which existing salespeople can and will sell.
Determine what salespeople must do differently.
Attract, select, and manage strong salespeople.

Aligning Market Position with Operating Culture
For: Executives who want to ensure that their corporate culture supports specific market value differentiation strategies.
Learn: How to align operations with marketing and sales to accomplish revenue and margin objectives.