Aligning Value changes the way salespeople think about and interact with executive buyers. This interactive, experiential learning program enables salespeople to calculate the true value of their offerings for each unique buyer. It unveils five proven techniques that allow salespeople to communicate offerings in the context of what each customer values. The program includes extensive practice with real accounts. Aligning Value empowers sales organizations with a new set of tools for calling on executive buyers.

Aligning Value helps salespeople:

  • Calculate the qualitative and quantitative value that their offerings provides
  • Translate that value to each buyer's unique situation
  • Identify and express the value they as individuals bring to their customers
  • Shift from making presentations to leading interactive, consultative conversations
  • Uncover the links between their offerings and the unique business challenges each buyer faces
  • Employ simple models to express complicated, abstract conceptions of value
  • Ask powerful questions that challenge business leaders to think about their challenges in new ways
  • Build relationships by focusing on the customer's success


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