Value Based Sales Training Course: SaaS/Software Sales Certification
Value Based Inc.
Course description
Value Based Sales Training Course: SaaS/Software Sales Certification
Designed for SaaS/Software sales professionals by experts in the SaaS/Software market with over 40 years in combined software sales expertise. A consultive or value(s)-based approach.
More than sales training, Value Based Selling is certification on 33 sales best practices embedded in a complete consultive sales methodology that’s customized to your business or organization.
- Measurable Results: Certification ensures content retention, utilization, and the ability to measure the results of your team learning and practicing the 33 VBS Best Practices—KPIs of any successful Sales Enablement strategy.
- Continuous Coaching: Initial and on-going sales coaching by SaaS/Software experts who have decades of expertise crafting messaging, training software sales teams of all sizes, and delivering results, assures sustained sales performance improvement year-over-year.
- Sustained Results: Participants move beyond “knowing” (head knowledge) to “doing” (executing) the Value Based Selling methodology as part of a “Can Do Competency” culture.
- Fully Customized: Course customization includes a Sales Process Map detailing the integration of 33 VBS best practices/processes into your organization's consultive sales process. It also includes a Value Messaging Knowledgebase of Value Statements and Value Proposition(s) for your SaaS/software and service solutions.
Keywords: Consultive Selling; consultive sales; consultative selling; consultative sales; Sales Enablement; Sales Certification; SaaS sales; software sales; SaaS selling; software selling
Training content
- (15) Module curriculum includes 185-page Workbook, 7 Exercises, 5 Role Plays, Quick Reference Guide, and a Uniquely You Buying & Selling Styles Assessment
- (3) Live 60-minute Forums - Facilitated by a Certified Trainer.
- (4) Live 60-minute Coaching Sessions - Facilitated by Certified Coaches
- Optional Services:
- Course Customization
- Sales Coaching
Course delivery details
The Best of Both Worlds—100% online curriculum with or without “Live” delivery by a Certified VBS Trainer/Coach
Certification / Credits
Course outcomes
- Don’t be commoditized! Learn how to create and use value statements and propositions to differentiate you, your SaaS/software services and your company.
- Increase margins by learning how to sell value over price.
- Win competitive deals without discounting and/or giving concessions.
- Learn how to create value- and ROI-based proposals and quotes.
- Establish prospect trust and confidence by “personalizing” your message to your prospect's buying style.
- Learn to discover and align your sales cycle with your prospect’s buying cycle.
- Learn why qualifying is the key to discovering "value needs" and the appropriate time to close, to create an authentic, comfortable close.
- Prove the value of your SaaS/software services and company using an issue-solution vs. a feature-benefit presentation/demonstration model.
- Learn to eliminate objections by “pre-empting” and avoiding "plants".
- Learn to match your closing statement(s) to your prospect’s buying style.
Why choose VBI?
Over 5000 Sales & Marketing Professionals Trained
100+ Corporations Served
30+ Client Colleges & Universities
About VBI
Value Based Inc.
Delivered online or onsite by a Certified Value Based Selling Trainer/Coach, our sales training combines 33 sales best practices embedded in a complete sales methodology that’s customized to each client's business or organization. We've helped hundreds of small to mid-sized...
