The Value Engagement Strategy DVD Series
(click here to watch series)

Engaging Value asks the question “why do people buy?” and answers it by stating that customers buy value – and value is something that the seller has to understand from the customer’s point-of-view. From this initial premise, the program explores how to engage the account at the various functional levels within an organization and how to align with key players in terms of overall vision, tasks, interest, and tolerance for details.

Managing Decision Stakes: How to assess and address the impact on and involvement in decision-making in an account by considering all the political and functional ripples of the decision throughout the client organization.

Account Traction: How to maximize your past and present relationship with an account to leverage future business so that you can build upon presence, momentum and opportunity.

Building Business Relationships: How to get beyond the ambiguity all-too-often associated with this critical task by examining the stages of a burgeoning relationship and the concrete, practical and achievable actions you can take to initiate, expand, and sustain a value-based and business-oriented relationship.