Company: ValueSelling Associates Inc., Carlsbad, CA
Company Description: ValueSelling Associates is the creator of the ValueSelling Framework®: The sales methodology, training and toolset that aligns your revenue engine with a common language, enables sales professionals to compete on value, not price, and saves time in all selling scenarios. Since 1991, ValueSelling has helped thousands of sales professionals achieve results they never thought possible.
Nomination Category: Sales Awards Distinction Categories
Nomination Sub Category: Sales Distinction of the Year - All Other Industries
 Nomination Title: Perceptyx: Sales Distinction
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the sales achievements since July 1, 2020 of the nominated organization, OR written answers to the questions? (Choose one):
Written answers to the questions
- Briefly describe the nominated organization: its history and past performance (up to 200 words):
Total 199 words used.
At Perceptyx, business is personal. Recognized as the leading employee listening and people analytics company, Perceptyx leverages its unique blend of innovative technology, professional services, and consulting to drive powerful and repeatable results for its customers.
As evidenced by its market-leading customer retention and NPS metrics, Perceptyx is more than a vendor to customers. They are genuine partners who act as trusted stewards of any company’s most valuable data: the voice, sentiments, and collective knowledge of its employees.
Perceptyx’s focus on customer success and innovation has led to rapid growth. Over the past two years, the company made three strategic acquisitions to deepen its continuous listening capabilities, expand market share, and cement its leadership in enterprise-class employee experience: acquiring Waggl, an employee feedback solution that crowdsources comments/ideas in real-time; CultureIQ, a research-backed solution for assessing current culture and closing culture gaps; and Cultivate, an AI-enabled platform that provides text and sentiment analysis, coaching, nudges, and proactive feedback.
While these acquisitions presented tremendous growth opportunities, they also presented a challenge: How do you align disparate sales cultures while maintaining the momentum demanded by a growing organization?
You align the GTM function around one principle: the value you bring to customers.
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Outline the organization's sales achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 245 words used.
Leadership needed a reliable way to drive sales effectiveness and productivity at scale, sell higher, and expand customer relationships. Most importantly, they needed to transition from a transactional mindset to value-based selling. In 2022, Perceptyx launched a sales transformation based on a repeatable, scalable and predictable sales methodology that would enable sellers to identify the business challenges of their buyers and uncover the unique value that only Perceptyx could provide – it included:
ValueSelling Framework®
- 10 ValueSelling workshops across marketing, revenue leadership, and sales.
- Resources to apply the methodology, including discovery call guides, sales pitch preparation forms, example ValuePrompters, Plan Letters, demo certification scorecards, and a master O-P-C question list.
- Implementation of the eValuePrompter® tool in Salesforce with eVP user trainings.
Sales Training Program
- Robust sales training program with a bi-weekly cadence for the entire revenue team, monthly individual team trainings, eight instructor-led ValueSelling workshops, multiple live onboarding trainings per new hire.
- SKO and mid-year events and workshops.
Onboarding Program
- 30-day onboarding program for new hires in 2022. [REDACTED FOR PUBLICATION]
Marketing Collateral
- Created a standardized set of customer-facing collateral aligned to ValueSelling.
Sales Assets
- Built assets to drive adoption of ValueSelling, including revenue playbooks, sales proposals, and a growth enablement charter.
Year-to-date, Perceptyx has made impressive gains:
- 56% increase in ACV
- [REDACTED FOR PUBLICATION]
- 30% increase in multi-year contracts
- [REDACTED FOR PUBLICATION]
- 21% increase in total products sold to new accounts
- The largest deal in company history
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 93 words used.
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- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 250 words):
Total 250 words used.
Perceptyx recognized the importance of investing in a single methodology and integrating it into the DNA of all custom-facing teams. By training everyone from marketing to revenue leadership on the ValueSelling Framework, Perceptyx created an ecosystem to drive adoption: Marketing created standardized, customer-facing collateral aligned to the methodology; Sales gained the skills to have more impactful business conversations at the CHRO level, transform their qualification process, and sell on value; Revenue leadership gained more accurate data and was equipped to have more productive coaching sessions.
In addition to its formalized coaching program, Perceptyx has also enjoyed a de facto mentorship program. The new methodology provided veteran sellers with a framework for replicating best practices and communicating these to new hires.
The shift to value-based selling has transformed Perceptyx’s sales culture. It’s equipped them with a common language to more effectively communicate deal strategy internally and selling tools that reveal why they win, why they lose, and how to differentiate from the competition based on a client organization’s unique business challenges. Enabled with a consistent, proven way to approach opportunities and the supporting collateral to integrate ValueSelling into their daily routines, seller confidence is at an all-time high. This sales culture of collaboration and consistency has also enabled Perceptyx to significantly decrease new seller ramp time.
Most impressively, this value-based approach has enabled Perceptyx to recently close the largest deal in company history [REDACTED FOR PUBLICATION] and two of the most valuable logos in their marketplace.
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