Must-Win Deals

Develop and improve your B2B Outcome-Based Selling skills

WHAT IS MUST-WIN DEALS BY VALUE LIFECYCLETM?



Must-Win Deals is an online learning and coaching platform that takes the often confusing concepts of B2B Outcome-Based Selling and makes them easy to apply. We deliver a fast, focused, and comprehensive curriculum to help you position, propose, negotiate and close more deals.

In B2B selling, just a handful of critical Deals (80/20 Rule) will generally make or break your quarterly and annual quota. That is what we define as “Must-Win” Deals. There a better way to land these Must-Win Deals and ensure you renew and grow Can’t-Lose Accounts! 



WHAT’S DIFFERENT ABOUT MUST-WIN DEALS?



On Must-Win Deals you will develop and improve your Outcome-Based Selling skills by learning and doing at the same time. And this App will allow you to learn and do whenever and wherever it is convenient for you. However, you will never be learning and doing alone. You will have access to your Personal Coach who will explain and coach you throughout each workshop – either through direct feedback on the platform or through 1 on 1 video teleconference calls that you can schedule with the App.



WHAT CAN YOU LEARN ON MUST-WIN DEALS?



Must-Win Deals focuses on the four challenges that we, as Sellers, consistently present to our Customers that make it difficult for them to award us Must-Win Deals. As such, Must-Win Deals is not another sales process. Rather it supercharges your existing sales and account management processes.

The four challenges that each workshop is built around:

• The Irresistible Value Proposition: Too often Our Value Proposition is not relevant to the Customer’s desired Outcomes and thus not very enticing.

• Seven Slides To Seven Figures: When the Customer can’t “connect the dots” between our Proposal and the Outcomes/Value they want to achieve, they are left confused and do not buy.

• The Purposeful Negotiation: If we are not aiming at a Great Deal, we are not prepared to negotiate and therefore we often delay the decision or negotiate a poor deal.

• The Painless Renewal: If we are selling to an existing Customer and they do not perceive our Past Value Delivered (PVD), they will not be inclined to do another deal with us.


WHO SHOULD DOWNLOAD MUST-WIN DEALS?



Download Must-Win Deals if you have an interest in significantly improving your Outcome-Based selling and account management skills.