Smart Value Selling helps companies effectively engage with new and existing clients - driven by unique insights into their clients business priority outcomes.
Making the move to Outcome-Based Selling
It is predicted that 80% of new technology spend will sit with business buyers by 2020. These buyers don’t want to talk about product features and functions, they want to engage with companies and individuals who can explain how a proposed solution will contribute to the achievement of their priority business outcomes.
However, the majority of today’s sales organizations are not geared to easily make this shift; their processes, tools, training, and their people have all evolved in the traditional, transactional model where most customer engagement has been with IT and procurement departments. In this world, the primary focus has been on price, features, functions, and architectural alignment.
target group
Smart Value Selling solution is for companies who are interested in making the shift to becoming more effective at engaging customers using an outcomebased demand generation model.
Methodology
It is a systematic solution for Outcome Based Demand Generation, built on a proven 6 step methodology and a true scalable cloud enabled business platform.
value proposition
With outset in aligning your value proposition with client outcomes it helps understand current capabilities and aligning learning and development with real sales enablement activities.
OBJECTIVES
Transform to outcome-based client engagement. Automate and scale the client engagement model for land, adopt, expand and renew. Effectively filter out non relevant opportunities for your business.
WHO SHOULD ATTEND
Sales Management
Marketing/Demand Generation
Subject Matter Experts
Account Executives
Field Service
PREREQUISITE FOR SUCCESSFUL OUTCOME
Clear strategic ambition to grow or change the business. Dedicated focus to move to an outcome based business model. An open minded approach to new ways of working. A dedicated executive sponsor and change agents.
SUCCESS AS A MANAGED SERVICE
Following initial implementation and training the methodology is designed to become ongoing and repeatable. As an option Smart Value Selling can be deployed as a managed service.
SAMPLE CLIENTS INCLUDE
SimCorp
Oracle
Schneider Electric
Itelligence
WMD
Sopra Steria
CLIENT SUCCESS GUARANTEED
Fee partly structured on client based outcome
Our team
Murugasan C. Nielsen
Murugasan brings a diverse background in international business and has 14 years of communication and presentation workshop experience. He started his career at IBM where he was responsible for internal communications and has worked in the Bay Area for 8 years.
Murugasan has led NotaBene, a boutique consultancy firm that delivers workshops in critical thinking and communications to executives at leading global companies.
Before NotaBene, he worked in New York City at PA Consulting Group, a global management consulting firm, where he delivered communications workshops to top management and executives at fortune 500 companies around the world.
He holds an MBA from Monterey Institute of International studies and a M.Sc. in Economics from Copenhagen Business School. Murugasan is also fluent in Danish and conversant in Spanish and German.
KARL PETER VILANDT
With work experience from Australia, Spain and USA, Karl Peter brings in an international aspect supporting the transformation of Enterprise Software and Professional Service companies and its leaders and talents into successful high-performers. This is build on experience in business development and technology enabled change, from “both-sides-of-the-table”.
Karl Peter has invented both the Smart Value Selling and Value Discovery Assessment methodologies, that help companies drive value out of their working with both new business development adventures but also exploring new tangible values with existing clients.
Prior to Accelerizer, Karl Peter has led Nordic Upside which is a respected Consultancy Company, and has worked for F.L. Smidth (engineering), Siemens, SAP, IBM, PA Consulting and Applicon.
He has a B.Sc in Mechanical Engineering, an EBA in Engineering Business Administration, certified in SAP (logistics and ASAP) and holds various certifications in Business Leadership. Furthermore he is a certified Professional Facilitator and NLP Practitioner.