Accelerating Sales Results

5 Programs

Versability works hard to understand your business well enough so that we can develop a clear sightline toward the needs of YOUR customers. Each of our engagements are unique and based on the specific needs, opportunities, and timelines of our clients.

Versability has 30+ years of in-depth expertise and best practices in driving end to end sales performance, embedding a sales process and methodology that ensures your people know where to go, what to do, and what to say, to deliver high value results. How? By managing the activity that drives the pipeline and improving the execution of those activities. These are the behaviors BEHIND the results.

Our engagements range from lead gen, prospecting, opportunity management, negotiation…leading to successful sales closure. In addition to increasing win rates, we help sales teams effectively fill and manage pipelines through account and territory analysis and planning. We install a sales methodology that focuses sales teams on customer-centric call execution and results.

Programs Include:

Balanced Seller®

Your customers are facing unprecedented pressures to get more done in less time with fewer resources, so a change in their routine can cancel any sense of value quickly. And risk is high if the intended outcomes don’t materialize or have unintended consequences on others. It’s not that implementing your solution won’t benefit them; it’s just not worth the hassle, risk, or chance.

So how do you increase the urgency, or need, to solve the problems they are facing that directly relate to solutions you can offer? Balanced Seller® sales methodology is all about putting the customer in the picture first; about being smart and insightful when you reach the customer, in a way that has them anticipating that you are there to help them solve a problem. Balanced Seller® elevates the art of questioning to focus sales teams on building need awareness and urgency in the customer’s eyes. When the customer expresses the magnitude of their problem and can picture the impact on their business and others, they’re compelled to want to solve the problem. Done well, the customer will clearly describe and visualize what value means to them and what will motivate them to take action.

Major Account Planning

Major Account Planning ® enables account managers to develop an effective plan for generating high value sales and raising the level of relationship in major accounts, thus improving gross margins while simultaneously defending the account from competitive encroachment. It is based on a repeatable process for planning effective activities and efficient application of resources for improved sales and relationship-building within an account and includes supporting analysis and planning tools. Major Account Planning is designed for any sellers/account managers/account teams who manage business with major or strategic accounts, using either assigned personnel, virtual support resources, partners, or any combination.

Pipeline and Opportunity Management Playbook

Ensuring your sales team is in the right place in front of the right stakeholder(s) takes planning. CRM systems designed to support forecasting and pipeline integrity often fall short in providing gating measures to know when an opportunity is truly ready to advance to the next sales stage. We help you identify the best practice sales activities and behaviors aligned to each stage of your CRM, including milestones, and frame up execution behaviors and coachable activities to ensure opportunities are robust and maintain momentum. This sales “playbook” provides sales and leadership with the framework to accelerate funnel velocity, forecast accuracy, and win rates.

Consultative Selling

Adaptable for both B2B and B2C interactions, Consultative Selling teaches the fundamentals of consultative vs. transactional (product focused) selling and is customized for each client. We’ve led engagements in industries including Financial Services, Medical Devices, Media, Manufacturing, Telesales, Pharmaceuticals, Retail, and Technology. The process is designed for salespeople who need to market to and manage accounts based on creating value and differentiating themselves in a competitive marketplace. We focus on applying advanced sales skills in critical customer interactions.

Selling to Small Businesses

Selling to Small Businesses provides tactics, skills and strategies to enable your sales team to effectively plan and execute activities that will establish deeper, more profitable relationships with targeted businesses. Most small business owners strive for a personal touch with their customers, and welcome that same personal touch from sellers. Yet, the challenge for them is that they are often too busy to actively seek out these relationships for themselves. While savvy in running their own businesses, they are often underserved and unaware of how to structure solutions that positively impact their business success. Selling to Small Businesses provides an enhanced selling and prospecting skill set that will enable your sales team to effectively establish and maintain relationships with this important segment.