Enterprise Value Creation - EVC™

Assessing, Forecasting and Enabling Economic and Strategic Value

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SPVS Accelerated Online Course
1:00 to 5:00 PM Eastern Time
February 13-15, 2019

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To receive a brochure on Strategic Process-Based Value Selling, or request more information on the course and certificaiton please complete the following information:


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Strategic Process-Based Value Selling™ (SPVS) 

Training & Certification

Value selling is nothing new—during the last two decades sales executives have been looking for ways to enable their sales organizations to better present the value of their products, services and solutions to their clients.  However, only a few sales organizations effectively sell “economic value creation”. 

Strategic Process-Based Value Selling, or SPVS, teaches how to develop a Value Selling Strategy for an account; and how to tactically use ROI and the content of a business case to optimize each phase of the sales process.  The result is an increase in access to c-level executives, and an improvement in the order close-rate.  SPVS was first introduced to the market in 1995, and since then thousands of B2B sales professionals have taken the SPVS.

 


Process-Based Value Selling (PBVS) by Glomark-Governan

Strategic Process-Based Value Selling, or SPVS, teaches how to develop a Value Selling Strategy based on an account political, organizational, and competitive environment; as well as how to define the best Value Selling Tactics – such as types of economic benefits, ROI, metrics, and various elements of a business case– to rapidly advance in each phase of the sales process.  The result is an increase in access to c-level executives, and an increase in the order close-rate.  Strategic Process-Based Value Selling, or SPVS, teaches how to develop a Value Selling Strategy based on an account political, organizational, and competitive environment; as well as how to define the best Value Selling Tactics – such as types of economic benefits, ROI, metrics, and various elements of a business case– to rapidly advance in each phase of the sales process.  The result is an increase in access to c-level executives, and an increase in the order close-rate. 

 

Special focus of the class is on the assessment of the customer’s needs, and complexity of their buying process.

 

Participants learn how to present value at all levels of an organization—from the technical teams to the CEO and CFO—and how to present their solution with a sense of urgency.

 

SPVS is also highly recommended for companies that already use ROI and business case tools, and that want to achieve a higher utilization of their value selling tools.

 

SPVS can be conducted as a two-day on-site program for a team of sales professionals; including multiple exercises and a half-day role-plays session; or as a condensed five-hour virtual program.


Who should attend?  For individuals involved in business-to-business selling, such as Account Managers, field and inside Sales Professionals, Solution Architects, Pre-Sale Consultants, Sales Managers, and Sales VPs, who need to present the economic and strategic value that solutions and services create for their customers.


Contact us by completing the information on the form on the left side of this page to receive a brochure and/or executive presentation on the Strategic Process-Based Value Selling training and certification program from Glomark-Governan!