Sales Support
Even the best pricing or product strategy is doomed to failure unless Sales has the ability to communicate value to the customer and defend prices from aggressive buyers
At VMA we have a long track record helping sales organizations improve performance by developing customer targeting and value-selling tools, mining sales and negotiation data to win better deals, supporting high-stakes negotiations and training sales teams to sell on value
Solution: Working with a cross-functional client team we reconfigured the add-ons into solution-oriented modules addressing specific business problems. We also supported the sales team during the pilot and launch phase by developing tools to enable them to target the right accounts, explain the new pricing and sell on value
Solution: Our analysis showed that the client was overpriced relative to value for some services, but the competitor could not provide the same total economic benefit across the entire SaaS suite. We worked with the account team to deflect aggressive procurement tactics and force the issue of value by offering two different price-value solutions. The client won the business with only a modest price reduction
Solution: We worked closely with the Sales and Engineering teams to identify key value drivers by customer type, segment the market, identify the best targets, model the lifecycle value of high-efficiency pumps to ship owners and design a value-based tool to facilitate sales conversations. Working with the account team, we piloted the tool in a sales opportunity with the world’s largest ship owner
Solution: We developed an offer structure and a pricing model for the platform that highlighted its value and allowed the client to capture a premium price. We created a value-based selling tool, integrated the tool into their sales process and trained the sales force. We then worked closely with a set of account teams to close favorable deals at nine initial target accounts
