Visualize, Inc. - Sales Consulting Practice of the Year
Company: Visualize, Inc., Birmingham, MI USA
Entry Submitted By: ValueSelling Associates, Rancho Santa Fe, CA
Company Description: ValueSelling Associates equips B2B sales professionals to compete on value, not price, using a time-tested methodology with proven results. Our expert Associates create custom sales improvement training delivered globally in over 16 languages. With ValueSelling sales professionals get the tools, skills and processes to effectively qualify, advance and close more sales with higher margins.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Consulting Practice of the Year
Nomination Title: Guiding Sales Leaders to Results
Tell the story about what this nominated organization has achieved since the beginning of July 2017 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Visualize is the leading provider of the ValueSelling Framework, a formula-based sales methodology that accelerates sales results. Founded by Scott Anschuetz, the company’s distinct, holistic approach engages a client’s entire enterprise to create and sustain a strong culture, one rooted in growing revenue through consistent processes, tools, reinforcement and goals.
Consulting Global Organizations
Some of the most profound organizational transformations achieved by clients have been due to the ongoing consulting and coaching that Visualize provides beyond the classroom. Visualize’s consultants are, first and foremost, senior sales executives who have attained success in their own careers using the ValueSelling Framework®. They "walk the walk and talk the talk," while demonstratingthe ValueSelling concepts with credible real-world expertise.
With this background and expertise, Visualize consultants guide sales leaders in optimizing sales performance by leveraging best practices. In fact, Scott was instrumental in developing ValueSelling client best practices, a critical aspect of a consulting engagement.
The Visualize team brings its energy to client organizations by inspiring and guiding sales leaders with:
-Deal Coaching: Support in winning specific opportunities by creating custom case studies for executive sales call simulations
-Implementation Consulting: Guidance in rolling out ValueSelling, including developing playbooks for the field and go-to-market strategies for new product launches
-Manager Support: Targeted assistance to sales leaders such as creating strategies to bridge the gap between Sales and Marketing, integrate sales processes with the CRM application, or serving as keynote speakers at SKOs (sales kickoffs)
-Team and Individual Coaching: Customized one-on-one guidance to those who need it
A Coaching Roadmap
A key element of Visualize’s consulting practice is managerial coaching. Adopting a sales methodology requires that managers be strong coaches. Visualize uses the ValueSelling coaching program—Installing the ValueSelling Framework® for Managers—to transform managers into coaches. The program requires that managers to assess, communicate, demonstrate, practice/role-play, observe and provide feedback to their sales teams.
To transform a manager into a coach, Visualize teaches managers to identify what to do when coaching, when to do it, and how to measure the adoption and results of ValueSelling training. A Visualize coach also shepherds the integration of the ValueSelling Framework and tools into a client’s existing management processes and SFA/CRM.
Visualize provides managers with best practices on coaching their teams, including managing leading indicators (such as the use of a ValuePrompter® to communicate opportunity status) and measuring lagging indicators (such as increase in deals won) to get the business outcome desired. Visualize also provides reinforcement with:
-Monthly Cadence Calls: Hosting monthly coaching calls with the client senior executive sponsor to follow-up on progress and provide insights. Visualize gives a readout of completed activities and opportunities that exist, helping client organizations to best leverage the ValueSelling Framework.
-30-60-90 Day Implementation Plan Sessions: After a coaching workshop, Visualize coaches review their 30-day, 60-day and 90-day implementation plans, copying their director, for an ongoing progress check-in.
-Complimentary Reinforcement Resources: Private LinkedIn Alumni Group, password-protected library, and the Visualize Coaches Corner.
Consulting & Coaching that Accelerates Sales Results
Over the past year, Visualize has provided its consulting services to senior executives in some of the most dynamic global sales organizations to achieve higher levels of success:
VMware, a global leader in cloud infrastructure and digital workspace technology, saw a 65-percent increase in their Average Sales Price.
ServiceNow, a cloud computing company, saw new average contract value increase by 275-percent.
Pure Storage, which offers enterprise, cloud-based storage, realized a 48 percent increase in YoY revenue growth FY2018.
For each of the above client organizations, Visualize consultants provided custom case studies, annual sales training rollout plan, guidance in sales and marketing alignment, integration of sales processes with enterprise CRM system, and team and individual coaching.
Visualize transforms organizations with sales consulting and coaching that generates results.