CLOSING


How to Boost Closing Ratios Using the ValueSelling Approach


HENRY CANADAY


The sales consultants and trainers at ValueSelling have been instrumental in the sales transformation of a wide variety of companies that faced different markets and different challenges.


One example is Bounteous, which itself provides strategy, design, devel- opment, digital marketing, and analyt- ics to some of the largest companies in the world. Top execs wanted faster growth and began a transformation to consultative sales with a team-based approach. To get there, they imple-


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mented, in phases, the ValueSelling Framework, Vortex Prospecting, and ValueSelling Strategic Account Man- agement programs. In one year, Bounteous increased its win rate by 20 percent, quadrupled its deals worth over $1 million, and doubled average deal size. Plus, un-


like with some transformations, reps loved it. The company continued to retain 90 percent of employees. “ValueSelling Training was the right choice for our organization because we are inherently trying to describe the value that we are trying to create for our customers,” says Bounteous CEO Keith Schwartz. Chief Growth Of- ficer Dave Mankowski agrees: “We’ve been seeing some amazing growth recently – not just in how many deals we’re closing, but the types of deals we’re closing. We just recently closed...a deal that was very complex, very competitive.”


NICOELNINO / SHUTTERSTOCK.COM


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