If you are among the first in your market to adopt it, you will have a substantial competitive advantage.
It will help you get the places you need to go.
It offers the tools, the concepts, and the methodology you have to teach and support people in the promoting organization and execute the sweeping company modifications that will be needed.
It provides guidance not only for salespeople and sales managers but in addition for the countless people all over your organization who are going to be effective members in value creation selling.
It's relevant for almost any business-to-business company, an expression which includes virtually every company in one way or another.
These businesses should escape the product pricing that is part of simple transactional selling and turn into causes of value creation for his or her customers.
Value creation selling entails deep changes in the sales team itself.
Salespeople aren't solo workers.
Rather, they can be team leaders, responsible for arranging and directing sets of experts from such diverse areas as finance, legal, and production in their personal business.
Your company's support functions will have to work in earnest with all the sales leaders, synchronizing their concerns with the requirements the sales leader lays out.
This can be a role salesmen are unaccustomed to, and many will initially be doubtful about their leadership skills.
But most salespeople have good social skills.
Many will excel in matching their colleagues' efforts and will enjoy carrying it out.
Probably most formidable to salespeople, they may have to become diagnosticians.
Making use of their own knowledge and all of the other capabilities required from within the marketing organization, the salesperson must produce a very clear and certain concept of the customer's company needs.
They should tap the imagination and experience of their fellow workers to shape some alternative offerings to satisfy those needs, and analyze those choices by participating with people in the customer's business, but the salesperson takes charge.
Ultimately, he or she must perfect the value proposition and be ready to illustrate, particularly to key decision makers, the way the customer's business holds to profit.
With today's aggressive competition from big business, attempting to compete on price can be a quick road to wreck for a startup company.
But here's a little secret you need to know: unlike common notion, customers won't go almost anywhere just to save a buck.
Executive Coaching can show you to the right path.
When you desire to avoid getting beat up on price, stop trying to compete on price alone.
What your business needs to be noticeable is better customer service and happy customers.
But don't allow it to be the simple please and thank you variety.
Focus on fabulous, standout, insanely great service to set your startup business separate from the crowd.