Does your GTM "get" value?

What problem do you solve for your Ideal Customer Profile? Why is it important to fix this problem? Who in the customer cares about solving this? How does your product fix this issue in a differentiated way? What business outcome does the customer unlock fixing this problem? How do you help your customer justify their decision internally?

If your Go-To-Market teams do not have the ability to answer these questions, you will never help the customer understand the value of partnering with you.

Value Based Selling aligns big business problems that are preventing a customer from making money, driving growth or delivering services, with capabilities only your solution addresses. Focusing on the customers outcome allows you to differentiate from the competition, align with executive stakeholders and defend your value proposition so you are not reduced to a feature function, pricing conversation.

At Wingman Enablement, we offer the Value Sellers Masterclass to educate your sellers so they embrace a value mindset and can have business conversations with key stakeholders. Delivered F2F in a classroom bootcamp, your sellers will learn the fundamentals of value throughout the selling lifecycle, from Pipeline Generation through Qualification and Thought Leadership to showcasing Technical and Business Value.

The Value Seller Masterclass is delivered as an open enrollment class scheduled to run once per Quarter in APJ. We can also schedule the Masterclass on an on-demand basis for a closed group in a location of your choosing, or virtually using Zoom. We do offer the option of customized content, aligned to your specific company and ICP for closed groups.

Getting started in sales and want to learn the basics? Try our SDR Academy. Learn the foundations of Value Based Selling and gain hands on experience building top of funnel demand.

Get in touch using the contact form below to express interest in attending our next open registration class, or to discuss running the Value Seller Masterclass for your GTM team.