Selling Value through teamwork
Helen Blake (Futurecurve), Keith McMain (Sales Transformation)
Winning teams integrate their customer-facing activities and strategic plans with the bid management function and sell value, rather than simply respond to an RFP.
All too often bid managers are left with the unenviable task of producing responses and meeting deadlines for opportunities in the absence of any clear direction or strategy from the sales lead and wider sales team. In winning teams, the bid team works in close collaboration with their sales colleagues to deliver a well-articulated, differentiating and compelling value proposition. This session looks at how those teams organise themselves, how the proposal managers contribute to creating a winning sales plan and how the value proposition is created. Case study examples will illustrate how teamwork and a combination of rigour, creativity and a well-considered value proposition can deliver exceptional results.
About Helen and Keith
Helen Blake (pictured) is Chief Executive of Futurecurve, the leading consulting firm focused solely on value creation, and is the bestselling co-author of Creating and Delivering your Value Proposition (Kogan Page). She has worked with numerous global organisations to develop their value propositions, having previously held senior executive positions around the world for Accenture, Capgemini and KPMG.
Keith McMain began his sales career with Fisons plc before moving on to CSC, Capgemini, HP, Keane and iTnet. Keith founded Sales Transformation in 2010, having sold over £1.5bn of new business for his various employers. With an impressive win-rate of more than two out of three, Keith has experience across multiple sectors and has particular expertise in large value, complex opportunities.