Sales & Customer Experience
Value Creation Sales
In a multi-stakeholder buying environment, consultative selling is no longer enough. This programme moves the team from identifying needs to co-creating solutions.
The business challenge
Why organizations ask for this.
Today's B2B environment is shaped by five shifts: information asymmetry has reversed, buyers often know as much as sellers; there are more decision-makers in the room; buyers expect hyper-personalised, immediately relevant value; interactions are digital-first and asynchronous; and buyers are sceptical of the word “solution”. They want outcomes.
Approach & methodology
How the programme actually runs.
Hybrid modules over 8–10 weeks + peer circles · Blended: online and face-to-face workshops, digital platform
-
Understand the context
Interview selected team members and customise the programme.
-
The PIVOT model: 4 h online
Pain + Impact + Vision + Outcome + Traction. Integrating emotion, storyselling and measurable business outcomes.
-
Storyselling: face-to-face
Crafting short, emotionally resonant narratives that carry a business case.
-
Insight generation: 4 h face-to-face
Pattern recognition and light data analysis; using AI tools, industry reports and Sales Navigator to generate a point of view worth paying for.
-
Buyer enablement
Building the internal alignment kit your champion needs: decks, memos, calculators, playbooks, video walkthroughs and internal case studies.
-
Collaborative problem solving
Co-creating options with the customer: sketching ideas live, exploring trade-offs together, facilitation technique.
-
Peer circle
3 × 60 minutes online, to discuss key learnings and share experience.
Competencies built
What participants can do afterwards.
Value-based selling
Quantify the outcome in the customer's own numbers, and stand behind it.
Stakeholder alignment
Work the whole buying group, not the one contact who returns your calls.
Digital agility
Use AI and light data analysis to find the pattern before the customer names it.
Storyselling
A short, emotionally resonant narrative that carries a business case.
Collaboration
Build the case with the customer rather than presenting it to them.
Buyer enablement
Give your champion the kit to sell it internally when you are not in the room.
Expected business outcomes
What the organization should see.
Shorter sales cycles and faster decisions
Increased deal size and client retention
Improved customer trust and engagement
Stronger commercial differentiation in competitive markets
Schedule & format
Practical details.
FAQ
Frequently asked questions
B2B sales professionals and corporate sales leaders.
Hybrid modules over 8–10 weeks + peer circles. The rhythm is deliberate: modules are spaced so participants apply the behaviour at work between sessions.
Blended: online and face-to-face workshops, digital platform. We adapt the mix to your geography and shift patterns.
Yes, and it always is. We start with two to three individual conversations with selected participants, then rebuild the cases, the language and the practice situations from your business.
Kirkpatrick levels one to four: reaction, knowledge, self-assessed behaviour, and the participant's manager assessing the same competencies. We agree the target behaviours with the sponsor before design starts.
Digital missions and buddy work on PROMOTE, with the participant's own manager involved. This is the difference between 15–20% and 60–80% transfer into practice.
Yes. We also deliver in French across our Western European and African operations.
Related programmes
Others in Sales & Customer Experience.
Consultative Selling
A High Performance Learning Journey that moves a sales team from transactional to consultative, diagnose before you prescribe, and build the customer's business case with them.
Consultative Selling with DISC
The same rigorous method, plus a behavioural read of the person in front of you, so the approach adapts in real time to how that buyer actually buys.
Sales Academy
A participant-centred development journey for a whole sales organization: define the picture of success, measure the real gap with an assessment centre, then build only what is missing.
Start a conversation
Book a strategic discussion about Value Creation Sales.
If you are evaluating how to build capability that actually changes the way your organization works, we can help you define the right starting point, cohort design and delivery sequence.
The first conversation is diagnostic. We discuss your context, priorities, maturity, and where capability building can create measurable leverage.