The Value Engagement Series is an intelligent and automated skills blueprint to engage with your customers to discover what they really want, access and influence the people who really matter, and to present their preferred solution, aligned with your unique value.

Sales professionals who are proficient in the Value Engagement Series programs have more effective customer interactions. Guided by the automated smart reasoning and collaboration tools in the Dealmaker software application, sellers gain access to influencers more quickly, improve their understanding of the customer’s business problem, and build their credibility with the customer.

VES knowledge and skills are developed using a blended learning approach – eLearning, web sessions and workshops – in conjunction with Dealmaker, to provide for sustained application, and continued learning.

THE VALUE ENGAGEMENT SERIES PROGRAMS

The Value Engagement Series delivers the discrete and distinct benefit of more effective customer engagements. It is also designed to accelerate the execution of opportunity management and account management methodologies.

Engage to Discover and Access

Engage to Discover and Access equips you to view the opportunity through the eye of the buyer, to gather and map customer problems and their related business impact and to connect potential solutions that you offer to the various needs you have uncovered. It enables you to effectively navigate to and interact with the key executives and stakeholders in your customer organization and establish a plan for working together collaboratively.

Engage to Deliver Value

The Heartbeat is a solution presentation framework that helps you deliver your message in a way that is easily understood and related to the customer’s issues, resulting in a stronger and more strategic relationship between you and your customer. Setting the stage establishes a foundation, giving you control in the delivery environment, and allowing you to establish your credibility with the entire audience while gaining agreement on the key issues being discussed and active participation in the presentation..

Linking your solution or approach to the customer’s challenges gives you the opportunity to re-live the business issues, bringing them to the forefront and creating a connection to your proof statements and differentiation points.