This introductory course will explain the key concepts you will learn in the Value-Based Selling program.

This course will provide you with a comprehensive understanding of the key principles of value-based selling. You will explore essential concepts that form the foundation of this sales approach.

In this course, you will learn to identify and position the value of solutions for your customers, helping to build lasting relationships, drive revenue growth, and ensure customer satisfaction.

In this course, you will learn how to master the art of communicating value propositions effectively, calculate and present ROI, and address customer concerns and objections with confidence and empathy.

In this course, you will learn to use the Three Why's Framework to develop a compelling value story. This framework will enhance your ability to communicate value effectively with customers in future discussions.

Learn how to apply the consultative approach to understanding and connecting business needs with your solution so you can deliver the outcomes your customer needs.

Storytelling is part of human nature and is a valuable tool in business. Learn to use storytelling to place your customer front and center, and demonstrate how your product or service can help them accomplish their goals.

In this course, you will gain insights into how to reinforce achieved value at critical customer milestones, as well as explore approaches to identify and communicate potential value during discussions.

In this course, you will learn how to gain a deeper understanding of your customer needs and objectives, enabling you to build a success plan that delivers on their expectations.

Customer Success is a journey and the road to success is always under construction. Learn the benefits of a strategic approach to account planning and come away with the knowledge and skills to develop a Success Plan that delivers.

You'll learn advanced strategies and techniques for managing your accounts. You'll be introduced to an expanded set of account planning tools and templates that will enable you to establish the right relationships with the right stakeholders.

As CSMs, we can't force our clients to make users engage and adopt the product, or exploit the most powerful functions our product has to offer. What we do have is the ability to influence the many stakeholders we engage.

We’ll discuss the customer motivations for spending more money with you, how to approach the upsell/expansion conversation and how to set appropriate expectations with your manager.

Negotiation skills are critical to being a successful CSM. CSMs need to understand how to negotiate, whether it's for terms during a renewal discussion, or the scope of a project or deployment. Learn the basics of how to effectively negotiate.

If you’re making your customers successful, they’re likely to want to stick around. We’ll talk about how your ability to consistently demonstrate the value you’ve delivered is critical, and why the best renewals are the ones that happen organically.

We’ll discuss the customer motivations for spending more money with you, how to approach the upsell/expansion conversation and how to set appropriate expectations with your manager.

In this course, you will reflect on key Value-Based Selling concepts, assess your growth, and develop an action plan to apply value-based strategies across your customer conversations moving forward.

Achieving a VBS Certification will help you to develop your base of knowledge by teaching you the tactics, practices and applications of outcome-based selling, as well as the skills needed to apply it effectively.