Jaimie Buss, Former VP of Sales for North America, Zendesk
We begin every Value Negotiation engagement with a discovery phase. Our project team gathers the insights needed about your company, organizational structure, products, industry, and buyers. We want to ensure we understand everything that impacts your current negotiation process.
This discovery ensures we have cross-functional alignment on the negotiation strategy moving forward.
Delivery is when the program is launched to the sales organization based on the content that was created during the previous stages.
Our delivery approach is focused on making the concepts practical and based on real-world selling scenarios. Concepts will be immediately applied after training. Additional reinforcement and training pre-work is managed through Ascender, our sales acceleration platform.
This step is one area where customers see the Force Management difference play out in their results. we ensure that the desired behaviors are adopted in the short-term and sustained in the long-term, resulting in the necessary ROI for the initiative.
Our methodology focuses on adoption from the start so immediately after training, the entire company is aligned on the critical steps for sales execution.
All of our engagements are powered by Ascender, our sales acceleration platform. All participants have access to the daily content, ongoing curriculum, community and live events to help keep best practices top of mind and drive consistent reinforcement. Many clients also choose to take advantage of our Must-Win-Deal Coaching program during this stage.