business performance. Some have managed with Excel®


spreadsheets


and home-grown software tools, but these are impossible to scale and accelerate. DecisionLink’s ValueCloud allows both small and large enter- prises to access a customer value management engine and efficiently manage value relationships – creating tools and assets that positively impact the success of the sales process.


HOW DO I DEPLOY CVM? Installing an enterprise-wide solution is actually simpler than expected. Most customers (large and small) are up and running within a month – and seeing measurable return on their investment in the first quarter. Once deployed, these solutions are easily scaled and disseminated throughout the entire customer-facing organization. The common denominator for suc- cess is a sales leadership team with real commitment to implementation,


‘‘


It’s been hard. If it were easy, somebody would have done it already. We’ve solved some tremendously difficult problems and had


great customer-partners like Caterpillar, CrowdStrike, DocuSign, Marketo, ServiceNow, and VMware participate in the journey. We’re not done, but DecisionLink’s ValueCloud is the first-ever enterprise- class business application for value selling. And we’re just getting warmed up.” – JIM BERRYHILL


reporting, and measuring. It’s impor- tant for those leading the project to communicate their expectations and inspect what they expect.


Because we now have the applica- tions, technology, and skills to deploy, scale, and fast-track CVM through an entire enterprise, it’s the right time to take advantage of a solution that can


SELLING POWER SPECIAL VIDEO REPORT


A Fresh Perspective on Transforming Your Salespeople into Courageous Partners


Today’s buying environment is more challenging than ever. The digital transformation has changed the way buyers prepare and what they expect from the salespeople who call on them. Procurement has achieved real power and decision making responsibility in many organizations. Key decisions are rarely, if ever, made by a single individual, so identifying and engaging multiple stakeholders is critical to success. To compound the issue, buyers are tremendously preoccupied by other priorities,


distracted by too many emails and meetings, and deluged with too much information coming at them – often 24/7. In this “Fireside Chat” Selling Power readers will learn what it takes to create a courageous sales team that has the skills and confidence to engage customers in thought-provoking discussions; transform their perceptions of the salesperson and his or her company and opportunities for success; and co-create the optimal solution that maximizes revenue and margins, and strengthens customer relationships in the process.


Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20 Speakers: Ron D’Andrea, COO & Managing Partner, Global Performance Group Harry Kendlbacher, CEO & Managing Partner, Global Performance Group


SELLING POWER DECEMBER 2019 | 15 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


VIDEO: GERHARD GSCHWANDTNER, RON D’ANDREA, HARRY KENDLBACHER PRESENTATION


improve any company’s sales num- bers. Historically, understanding cus- tomer value was the key to winning – now, it’s also the key to survival. 


Jim Berryhill is CEO, co-founder, and direc- tor for DecisionLink, whose ValueCloud®


is


the first and leading solution for enterprise- class customer value management.


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