Creating Client Value

Bogdan Popescu

Why ‘Creating Client Value’?

• Buyers have become much more sophisticated in their understanding of the problems they face, their needs and potential solutions

• Direct sales are losing ground to other channels – Internet, telesales, CRM systems

• Customers are pushing back against salespeople who just communicate and carry brochures

• It is increasingly difficult to differentiate on product alone• So, consultative sales professionals need to create even

more value than ever before during the sale itself

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Why ‘Creating Client Value’?

Investmentby Supplier

Investment by Customer

MIDDLE GROUND

CONSULTATIVE

Create newvalue

TRANSACTIONAL

Strip cost

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Why ‘Creating Client Value’?

Investmentby Supplier

Investment by Customer

TRANSACTIONAL

CONSULTATIVE

Many sales forces are here

• too expensive to succeed transactionally

• under-resourced and only partial skill set to succeed

consultatively

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• Based on the latest research by Neil Rackham, author of SPIN® Selling, and John De Vincentis of McKinsey & Co.

• Opportunity planning and management• Aimed at meeting specific business objectives

What is ‘Creating Client Value’?Co

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A customer-centric view of selling

At the heart of the CCV research:Co

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