{"id":10801,"date":"2018-03-03T18:06:26","date_gmt":"2018-03-03T18:06:26","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/win-win-sandler-enterprise-sellings-new-quarterly-value-review-tool\/"},"modified":"2023-11-14T11:59:58","modified_gmt":"2023-11-14T11:59:58","slug":"win-win-sandler-enterprise-sellings-new-quarterly-value-review-tool","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/win-win-sandler-enterprise-sellings-new-quarterly-value-review-tool\/","title":{"rendered":"Win-Win: Sandler Enterprise Selling&#8217;s New Quarterly Value Review Tool"},"content":{"rendered":"\r\n<p>The Sandler Enterprise Selling (SES) program, based on David Sandler\u2019s revolutionary selling system, organizes the enterprise selling cycle around a six-stage, continuous process. SES provides a number of special tools throughout its six stages to help organizations land, keep and grow long-term clients, and we\u2019ve added a tool to the SES arsenal \u2013 the Quarterly Value Review, or QVR.<\/p>\r\n\r\n\r\n\r\n<p>This is a simple two-page form that generates repeatable, high-level client facing events built around the twin concepts of \u201cvalue delivered\u201d and \u201cvalue desired.\u201d The whole point of the QVR is that, unlike the familiar quarterly business review, which is typically just a small-scale trade show, it\u2019s\u00a0<em>not about you.<\/em>\u00a0Rather, it\u2019s all about how the\u00a0<em>client<\/em>\u00a0defines and quantifies the value you\u2019ve already delivered\u2026 and what the client needs to see from you next.<\/p>\r\n\r\n\r\n\r\n<p>The QVR takes place at the very highest levels, and for good reason: If you\u2019re doing a good job of delivering value on the client\u2019s terms, and you\u2019re making sure the client organization knows that at the very top level, then the client\u2019s senior management is going to want to\u00a0<em>continue<\/em>\u00a0to see you regularly. Not only that: They\u2019re going to tell you exactly what they want from your company and exactly when and how they want it. If there are seasonal issues or unexpected market developments that affect your world, you will know about them well ahead of time\u2026 and you will hear about them from the very top.<\/p>\r\n\r\n\r\n\r\n<p>Without a QVR, you face a potentially lethal challenge to <a href=\"\/news\/knowing-and-growing-enterprise-accounts\/\">growing the business<\/a>: the botched handoff. In this scenario, sales wins the business with an enterprise account. Then comes the (dreaded) handoff to Delivery. With the best intentions, the folks in Delivery focus narrowly on what their tasks are, what\u2019s in the contract, and what the deliverables are. Inevitably, though, they are not as attuned to <a href=\"\/blog\/benchmarking-for-client-satisfaction\/\">client expectations<\/a> and the nuances of the relationship as the people in Sales are. Sometimes there are problems \u2013 big problems.<\/p>\r\n\r\n\r\n\r\n<p>Even if the folks in Delivery do everything well, even if everything comes in on time and as promised, there\u2019s still a challenge: Sales is out of the loop. Sales has not kept up with what\u2019s happening! Six months or twelve months or eighteen months later, Sales comes back and tries to sell something else. At which point the client thinks, \u201cI know who you guys are. You\u2019re the people who show up when you want some money.\u201d Everybody loses.<\/p>\r\n\r\n\r\n\r\n<p>The SES foundation concept of <a href=\"\/news\/the-quarterly-review-business-or-value\/\">continuous selling<\/a> and delivery leads us to a very different outcome. In this model, Sales is continually engaged and partnered with Delivery to deliver value to the client\u00a0<em>in an ongoing streams of transactions<\/em>. You have scheduled QVR events that involve Sales and Delivery where you\u2019re clarifying the value you deliver\u2026 and then getting information from the client about what additional value you should be delivering. It\u2019s a never-ending process: a win for the client, a win for Delivery, and a win for sales. By the way, the continued involvement of the <a href=\"\/blog\/aligning-the-buying-and-selling-teams-in-an-enterprise-sale-setting\/\">Sales team in the enterprise account<\/a> well after the business is won is a key theme of SES in general.<\/p>\r\n\r\n\r\n\r\n<p>The QVR tool gives you a high-level forum for how you\u2019ve measured up in the real world \u2013 the client\u2019s world. And it gives you a pattern of continuous, scheduled discussions about exactly what form your value needs to take over the next 90 days (or whatever timing for your meetings the client prefers). Fortunately, C-level people at the client organization\u00a0<em>want\u00a0<\/em>to be at this meeting\u2026 because value is what\u00a0<em>they\u2019re<\/em>\u00a0expected to deliver to shareholders and stakeholders!<\/p>\r\n\r\n\r\n\r\n<p><strong><a href=\"\/programs\/enterprise-selling\/\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\">Click here for more information about the Sandler Enterprise Selling program.<\/a><\/strong><\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>The Sandler Enterprise Selling (SES) program, based on David Sandler\u2019s revolutionary selling system, organizes the enterprise selling cycle around a six-stage, continuous process. SES provides a number of special tools throughout its six stages to help organizations land, keep and grow long-term clients, and we\u2019ve added a tool to the SES arsenal \u2013 the Quarterly&#8230;<\/p>\n","protected":false},"author":15,"featured_media":10802,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1265,1105],"class_list":["post-10801","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-enterprise-sales","tag-sales-process"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Win-Win: Sandler Enterprise Selling&#039;s New Quarterly Value Review Tool | Sandler Training<\/title>\n<meta name=\"description\" content=\"The Sandler Enterprise Selling (SES) program, based on David Sandler\u2019s revolutionary selling system, organizes the enterprise selling cycle around a six-stage, continuous process. 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