Welcome to Exceed Global the sales transformation experts

Exceed uniquely links our Customer’s value proposition with Exceeds proven business value selling methodologies showing sales team members not only WHAT to sell but more importantly HOW to sell these solutions in the most effective way - that is, with a business case that demonstrates the tangible value your customers can expect to achieve as a result of making any investment in your services and solutions.

In today’s hyper-competitive and rapidly changing marketplace, sales organizations and salespeople are increasingly challenged to demonstrate that they can provide….measurable “business value”.  That is, value that drives the customer’s market share; drives revenue and margin, removes cost and risk from the business or all of these.

Business Value selling is more than a book, a speaker, a seminar, or this year’s management theme. Many people think they know what it is, but in most cases they fail to understand the depth of this business philosophy and sales process. 

Business Value selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge the “Business Benefits” of your solution for the customer. It’s promising a lot and delivering more, always looking for ways to exceed the customer’s expectations.  Value added salespeople take the initiative to add value. They don’t wait for the customer to complain about the price and then say, “Hold on a minute while I whip some business value for you!”   They build more value in on the front end so that price becomes less of an issue on the back end.   They challenge the status quo and ask searching questions to uncover and create business needs.

Because of this value focus, business value or CHALLENGING salespeople are in business to make a difference, not just to make a sale. They approach the sale by asking themselves this question, “Where can we have the greatest impact on the customer’s business?” Salespeople engineer this sale when they penetrate the decision process early, meet all levels of decision makers, define and sell value in customer terms, and convince the buyer that the seller’s solution mirrors the buyer’s needs. This is the Business Value selling process.

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CONTRIBUTION SELLING
SALES ACADEMY

Contribution Selling is all about understanding
and creating customer needs and then translating
these into business propositions that
demonstrate substantial ROI for your customers.

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NEGOTIATION SKILLS

Negotiating a profitable result, demands
control of the sales campaign from the very start.

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DEAL
PLANNING

To remove the luck out of selling and improve the win: loss
ratio and forecasting accuracy.

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COMPELLING
BUSINESS PROPOSALS

So you have an opportunity to present your business
proposition. How will you differentiate your offering?
Yourselves? Your Company?

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STRATEGIC
ACCOUNT PLANNING

If 70 - 80% of your business comes from
20-30% of your customer base.

How do you ensure that you continue to stay in a dominant prosition and avoid competitive attack?

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MANAGER AS A LEADER
AND A COACH

Introduce healthy, disciplined sales best practices to drive accurate forecasting; improved win:loss ratio and increased deal size.

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HEAD OFFICE

Tel:
+44 1925 730046

Mail:
info@exceed-global.com

 

CANADA

Tel:
+1 416 670 2505

Mail:
chris.champagne@exceed-global.com

USA OFFICE

Tel:
+1 973 570 7290

Mail:
artmombert@exceed-global.com