Value Sellers Masterclass

Our Value Sellers Masterclass arms your GTM teams with the skills required to sell outcomes and position value to your buyers. Our 5 day program helps sellers understand the foundations of Value Based Selling, explaining WHY this is important for them, the vendor and most importantly their customer. Attendees will navigate a fictional opportunity from identification to gaining sign off from the executive budget holder, ensuring skills are not just taught but internalized and operationalized in a real world scenario.

Attendees will develop an understanding who your ICP is and how to message to them effectively, creating and leveraging great Value Artifacts, They will learn how to use AI prompts to identify and address gaps and drive speed and efficiency across the opportunity lifecycle. Using MEDDPICC and AI, they will master how to de-risk their deal by surfacing the gaps to build action plans, resulting in a watertight narrative to improve forecasting accuracy.

By the end of the class, attendees will be able to clearly articulate the story of a deal and master their message to both their prospect and their sales leadership.

The Value Sellers Academy is delivered using both classroom based and workshop style learning, split across the week:

Approximately 2 days of instruction to understand concepts

Approximately 3 days of scenario based experiences leveraging AI role players and live coaching to internalize skills

Agenda:

MEDDICC and Value based selling fundamentals

Sales Playbook and the importance of a Sales Process aligned to a buyers journey

Research using AI prompt Engineering

Building Value Pyramids to ensure business alignment

Creating Pain Hypothesis aligned to key stakeholders

Pipeline generation using outbound best practices (sequences, mastering the message, objection handling)

Discovery and Qualification

Executing the corporate pitch in a New Business Meeting

Technical discovery and influencing the technical evaluation

Navigating the Org Chart to build Champion Plans

Understanding the Buying Process and positioning the technical and business validation (POV, 3 WHYs and BVA)

Accessing and leveraging the Executive sponsor/budget holder

Gaining the Executive sign off and proceeding to negotiation from a position of Value