Selling value is more difficult than ever before. The bar has been raised, and everyone must rethink the way they sell value. This program is designed to take sales and marketing executives through the process of understanding and implementing a proven customer value creation methodology and sales process to attain measurable and high performance results.

In addition, the great sales and marketing organizations understand that the sales process to create and sell customer value is the critical part of the marketing process that can only be delivered by linking it tightly to the corporate mission and marketing strategy.

Objectives

• Learn to link customer value to the corporate mission and marketing strategy
• Learn a methodology where sales and marketing work together to create customer centric value messages/propositions
• Learn a process for selling value across B2B sales environments including strategic sales, territory sales, inside sales and channel sales
• Learn strategies for coaching a value-based sales process
• Learn strategies for creating a value-based sales culture
• Learn how to assess your current and future sales talent for selling value
• Create an action plan to implement the value-based sales and marketing strategies

Topics

• Linking the corporate mission, marketing strategy, and customer value proposition
• Creating customer focused value messages/propositions
• The value selling process
• Applying the value selling process across B2B sales environments
• Managing and coaching the value selling process
• Creating a value-based sales culture
• Assessing and finding the right sales talent
• Creating your implementation plan

The Sales Executive Leadership program is designed for B2B marketing and sales executives and managers from corporations who have a primary responsibility for sales and marketing strategy and management inside their organizations. Appropriate titles would include Vice President, Director or Manager of Sales or Marketing. Multiple participants from a sales and marketing organization who have a key focus on sales performance should attend in order to gain an organizational perspective and benefit.

	Deborah John, Professor, Curtis L. Carlson Chair in Marketing, Carlson School of Management, University of Minnesota
	Dan Kosch, Carlson Executive Education Instructor
	Wayne Mueller, Marketing Instructor, Carlson School of Management, University of Minnesota; Director, Institute for Research in Marketing

Executive Presenters

• Kate Feldt, Senior Associate, Mercer Inc.
• Bob Fidler, National Sales Vice President, Deluxe Corporation

Location
Executive Education
Carlson School of Management
University of Minnesota
321 19th Ave. S.
Minneapolis, MN 55455-0438

Immediate Benefits
Attendees will leave with an implementation plan where sales and marketing collaborates on executing the key strategies and tactics for creating and selling their company’s value. Attendees will also receive an opportunity to participate in a 90-day follow up reinforcement conference call with the teaching team to answer any questions on implementation and the value creation and selling processes.

Teaching Approach
This program will provide an intense, yet exciting learning environment designed to arm the participant with actionable tools which can be applied inside the organization to enhance sales strategy and performance. The format will be interactive featuring case studies, group interaction, exercises and lecture discussions.

Quantity Discount
A discount of 15% will apply to registrations of 3 or more people from the same company registering as a group for the same specific program. Please note that this offer is contingent upon all registrants enrolling in the same program having the same start date. Program cancellations and program transfers affecting the minimum number of people enrolled in the program for which the discount applied will void the discount.

Program Details (pdf)
(schedule, curriculum, faculty bios, past participant titles, testimonials)