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.
Senior leadership plays an integral role in ensuring that we gather the needed information from your internal players and your customers to ensure that your Value Negotiation program is the right fit for your organization.
This step is where your cross-functional leadership teams create the tools that will be rolled out to the entire organization. Our series of high-impact workshops pull together the knowledge
This stage is pivotal because it sets the stage for alignment. Our clients tell us repeatedly that these workshops are a critical component to achieving the cross-functional buy-in that results in bottom-line impact.
After the workshop phase, we integrate the developed content into our baseline curriculum. We also identify and develop any new materials that are needed to support the negotiation training. We want to ensure that everything rolled-out to your customer-facing teams has cross-functional agreement and is relevant to their negotiations.
During this process, we also make sure that you are in full agreement with what we are presenting to your teams during delivery.
Delivery is when the program is launched to the sales organization based on the content that was created during the previous stages.
Our approach is based on state-of-the-art adult learning models. The majority of the instruction consists of role plays and practical exercises that leverage real-world negotiations. Our facilitators are seasoned sales negotiators that bring the Value Negotiation approach to life through their experience. Pre-work is delivered via our Command Center® engagement management system.
During the sustain phase, we help you 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, your leadership teams, managers and reps understand the critical activities they need to do to leverage Value Negotiation on every deal. The Command Center, our engagement management system, provides online courses and reinforcement modules that drive consistent reinforcement of the methodology. Many clients also choose to take advantage of our Must-Win-Deal Coaching program during this stage.