Jack Keen

Background

About Jack Keen

A worldwide network of value and change management leaders/practitioners, our Value Selling & Realization Council (The Value Council) provides training, advisory services and methods uniting leading practices for value and change management, from the “best of the best”. We are focused on value and optimize key value enablers (business cases, value propositions, change management plans, case studies, executive interactions, etc.). We Should Connect … IF your value enablers are weak, inconsistent, non-existent, etc. • We work with our customers to validate, align and strengthen the existing value enablers – making them concise, compelling, credible, consistent & competitively distinct. • We will help create new ones, as needed. IF your value enablers are not helping you the way they need to • We ensure that value oriented customer success stories and white papers emphasize the value realized and set up competitive differentiation. IF your value enablers are not helping you drive selling activities • We help companies adapt the right value message to the right sales activity, tailoring value messaging deal by deal. • When engaging prospects, doing initial value discovery; • In managing the sales cycle, telling better stories, establishing competitive value differentiation and uncovering major hidden value to maximize “value distinctiveness”; • Winning deals, helping the prospects cost justify the solution and even helping them “sell” their project internally. • We can work with any existing sales process and sales methodology. If needed, we offer a globally proven, value-oriented sales methodology – the ValueSelling Framework®. IF you are missing the right people and skills to overcome your value challenges •We can assess the people you have, recruit new people as needed, and train and coach them all. •We can be your outsourced value engineering department, short-term or long-term. •We will up-skill your staff via education, certification, and peer-to-peer knowledge exchange.