Many people talk about value or consultative selling. It’s just talk unless you can explain your business impact on your customer.
Chicago, Illinois (PRWEB) September 13, 2017
CVET LLC announces the latest release of its Customer Value Expert Toolset®. Better known as CVET® (pronounced “see-vet”), this software-as-a-service guides businesses through a proven, best practice method to:
- Quantify the value of their products and services
- Generate sales tools to prove their superior value to target customers
According to Docurated, $66 billion is being spent annually on sales training and sales enablement technology. Yet, companies are not getting a good return on these investments. They are still missing the most compelling sales content: how the purchase will affect the customer’s bottom-line.
Dr. James C. Anderson of Northwestern University’s Kellogg School of Management and co-founder of CVET explained: “Quantifying and proving value to customers enables firms to outperform their competition. These companies have higher sales win rates and profitability for each sale.”
The new version of CVET enables sales people and their customers to:
- Visualize the incremental revenue and costs savings from purchasing the offering
- Assess the sensitivity of value elements to determine the most important value drivers
- Compute all value calculations 30% faster
“Many people talk about value or consultative selling. It’s just talk unless you can explain your business impact on your customer,” said Eric Berggren, CVET Co-founder and Managing Director.
Companies that already use ROI or value calculator sales tools rely on spreadsheets or outsource the customer value research and sales tool development to consultants. “These efforts can show good results for the first 1 or 2 products, but they lose momentum,” said Mr. Berggren. "The tools and their method of calculating data varies from one product to the next. The sales force gets confused and resists using the tools."
CVET ensures consistent calculations and the most effective formatting. It ends the dependence on consultants to achieve and sustain best practice.
Customer Value Expert Toolset® and CVET® are registered trademarks of CVET LLC.
About CVET LLC
CVET LLC enables organizations to achieve best practice in customer value management. Based on both management practice research and hundreds of customer value assessments, CVET has a proven process and a suite of tools that improve sales and marketing effectiveness. Clients achieve best practice working with our implementation partners: James C. Anderson LLC, Axios Partners Inc., and Orange Orca BV.
For more information, please visit: http://www.CustomerValueExpert.com.
About James C. Anderson
Dr. Anderson is considered a leading authority on Business-to-Business (B2B) marketing, having written the best-selling B2B marketing textbook Business Market Management, the management practice book Value Merchants, and numerous Harvard Business Review articles. James C. Anderson LLC and strategic partners, Axios Partners and Orange Orca, work together seamlessly to implement customer value management at client firms. Their intent is to impart the knowledge, skills, tools and process of customer value management to client firm managers, enabling them to change their company culture to one of doing business based on demonstrated and documented value, while delivering demonstrable, significant incremental profitability. For more information, please visit: http://www.jamescandersonllc.com.
About Axios Partners Inc.
Axios Partners leads clients to innovate and manage their customer value for revenue and profit growth. Combining highly skilled and experienced consultants with innovative methods, Axios addresses each client’s unique challenges. Axios client results have been highlighted in Fortune, Harvard Business Review and numerous other publications. Axios is the implementation partner for James C. Anderson and CVET LLC in the Americas, Asia and Australia. For more information, please visit: http://www.AxiosPartnersInc.com.
About Orange Orca B.V.
Orange Orca B.V. is a management consulting firm based in the Netherlands which is committed to achieving measurable improvement in performance for its clients in marketing/sales or purchasing/logistics. Orange Orca improves client's profit by increasing turnover or reduction of costs. Orange Orca is the European implementation partner for James C. Anderson, LLC. For more information, please visit: http://www.orangeorca.com.