Advanced Value-Selling Program for software and technology services companies
Proven methodologies and customized coaching for sales and pre-sales professionals in the IT sector.
About the course
+ 20 years of experience
implementing and managing value management practices in leading companies worldwide.
Highly practical
using your own real world cases
Deep understanding
of core fundamentals
Leaning on AI to create your own value-added sales tools
Using your talent, creativity , experience and leaning on Artificial Intelligence (AI) You will build your own value selling tools to effectively and scalably address different business scenarios.
- Larger pipeline
- More effectiveness
- Bigger average tickets
- Faster closure
- Fewer discount offers
ONLINE HYBRID LEARNING MODE
- Educational videos in which the lessons are taught
- Tests to verify the acquisition of concepts
- Practical exercises using real cases of the student
- Video calls for online corrections and coaching
ESTIMATED COURSE DURATION
- 12 net hours (~700 minutes) of student dedication, including tests, exercises and 2.5 hours of personalized coaching
- Can be completed in 3 to 5 weeks – with partial dedication by the student
Advanced Value-Selling Program for software and technology services companies
Proven methodologies and customized coaching for sales and pre-sales professionals in the IT sector.
8 sequential, hands-on, cumulative learning modules
Introduction
VM in a “cloud” world
Value Mapping
Logic of value creation
Sales scenarios
Identification of key sales scenarios
Building the message
Aproaching sales scenarios
From sale to value creation
a bidirectional learning
Operational model
practice broadening
Sending the message
Building trust
Building collateral
Customizable and scalable
José Agustín Catalá
TVST Founder & CEOWith more than three decades of international experience, José Agustín Catalá has dedicated his career to driving business transformation in leading global technology companies.
His career began as a consultant at prestigious strategy firms such as McKinsey, Booz-Allen and Roland Berger, and later in sales and value management at global IT and telecommunications companies.
In 2009, Jose founded The Value Search Team (TVST), a consulting firm specializing in value management (value selling and value realization) that has been instrumental in driving and scaling successful value management practices in software and IT services companies around the world.
7,000+ software and technology sales supported in the last 5 years.
More than 350 business cases developed each year.
More than 50 specialized consultants in 22 countries.
Get certified
When you complete the Advanced Value Selling Program for Software and Technology Services Companies, you will receive a globally recognized certificate validating your knowledge.
