A change programme to transform sales organizations that are organized on the principles of Push and/or Solution Selling into Value Selling. In Value Selling, the focus is on the customer's issue and solving the issue instead of selling a product, service, capacity or IP. This change has an impact on both marketing and sales. For marketing, it means that the development of Value Propositions based on customer analyses becomes important. For sales, selling value at a higher level to the customer becomes a success factor. This change also requires a different coaching management style from the sales manager.
A change programme aimed at transforming your product or service oriented sales organisation and sales representatives towards selling value at the right customer management level.