Selling to Large Companies: Establish a Powerful Value Proposition

Would you like into corporate accounts? If so, it’s essential for you to have a powerful value proposition. What’s that, you might ask? A value proposition is a statement of the business outcomes that your company delivers to your clients. It’s not about how you’re different from all the other competitors that are out there. It’s about how…what difference that you actually make. For example, my company specializes in sales training and what we could say and what a lot of people would say in our situation is we specialize in sales training for the B2B sales environment. In fact, we offer a full range of programs for all your sales training needs, all the way from how to open doors to how to close sales. Now that’s what most people say but it’s worthless if you’re trying to see a corporate decision maker. So here’s what you need to do and here’s a powerful value proposition statement that you need to hear. Listen to how it’s different. Our company helps you crack into corporate accounts. In fact, one of our recent clients was able to have 87% of their sales reps set up appointments within two months of our sales training with large companies that they’ve been trying to get in to see for several years. Now if you say a statement like that to a corporate decision maker, their ears are going to perk up and they’re going to say, “Who is that person that’s delivering these results?” And they’re going to invite you in. So the whole thing about getting in to see these corporate decision makers? Strong value propositions. Powerful ones focus on their results with metrics, if at all possible.