Vengreso - Innovation in Sales

Company: Vengreso, San Francisco, CA
Company Description: Vengreso is the leader in digital sales training enabling B2B sales professionals to create more sales conversations with qualified buyers through content for sales strategies, LinkedIn profile optimization, digital sales training and coaching delivered through an online platform with blended live instruction and coaching. Learn more at: https: //vengreso.com or follow us on Twitter @GoVengreso.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Award for Innovation in Sales - Business Services Industries

Nomination Title: The PVC Sales Methodology

Vengreso is recognized as an accomplished digital sales training company. We teach B2B sales professionals how to prospect effectively using modern digital selling strategies that build trust with their buyers. The pandemic of 2020 has accelerated the need for sellers to improve their ability to find, engage and connect with their buyers virtually.

We’re trusted by B2B brands in technology, professional services, financial services and manufacturing by brands such as CenturyLink, Juniper Networks, Micro Focus, Proofpoint, Reliant Technologies, Carousel Industries, Kadant Johnson, Heffernan Insurance, and others. Each client shares the common goal of equipping their sales teams with the modern selling skills that modern buyers demand.

Our digital sales trainers and coaches have been heads of sales and marketing and each has proven experience using the digital selling strategies we teach. We’ve educated more than 140,000 professionals in modern selling strategies.

We teach B2B sales reps to engage their buyer through the PVC Methodology™: Personalization, Value and Call-to-Action. Our training courses include Selling with LinkedIn® and Selling with Video.

Selling with LinkedIn® was the Gold winner of the 2020 Stevie® Award in this category. For 2021, we are nominating our newest sales training program, Selling with Video for Teams.

Outline the nominated achievement since July 1 2019 that you wish to bring to the judges' attention (up to 250 words):

The most common mistake salespeople make when prospecting on LinkedIn is they ask for something before they have established trust. The only way to establish trust is to deliver value.

Vengreso teaches a process for salespeople to engage prospects in digital channels called the PVC Sales Methodology™.

The logic is simple. Salespeople must develop trust to earn the right to a conversation. Here’s how it works.

PVC stands for:

P = Personalize
Most sellers avoid doing research prior to reaching out to a prospect on a LinkedIn connection request, or a cold email, an InMail or a video. We teach two ways salespeople can use a personalized approach: to the Individual or to the Buyer Persona.

V = Value
In sales prospecting you have to bring value to build value. By sharing highly relevant content, you can show your buyer that you understand their pain points and that you have the resources to help. Each piece of content must reinforce your value proposition.

C = Call to Action
Not every sales engagement warrants asking for a meeting. We teach CTAs that are often more suitable after an initial digital connection:
• Sharing a helpful resource, e.g., ebook, video, case study, etc.
• Soliciting their opinion by asking a relevant question.
• Inviting to an event such as a webinar or virtual conference.
• Asking a question to validate their business pain(s).
The PVC Sales Methodology™ is an effective way for modern sellers to engage modern buyers to start sales conversations.

Explain why the achievement you have highlighted is unique or significant. If possible compare the achievement to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):

Vengreso has been teaching the PVC Sales Methodology™ in our Gold Stevie® Award winning Selling with LinkedIn training program since 2017. However, in 2020 B2B sellers everywhere experienced an “earth-moving” shift in buyer behavior. Everyone is now digital and working remotely.

Suddenly, due to the COVID-19 pandemic sellers had to learn how to reach and engage their buyers differently.

The PVC approach teaches sellers to deliver hyper-personalized sales prospecting messaging so they can stand out from the crowd of sellers filling buyer’s inboxes with value-less pitches.

The PVC Sales Methodology™ conditions sellers to always personalize their sales messaging to an individual or a buyer persona.

At a time when many sales organizations are struggling to adapt and thrive in this so-called new normal, our clients’ sales teams are successfully prospecting using the PVC Sales Methodology™.

One of our clients, Carousel Industries, has attributed one million dollars in sales pipeline by using the PVC Sales Method -- and this was achieved while the training program was still in progress!

Get more information in our blog. https: //vengreso.com/blog/sales-methodology-that-will-explode-your-sales-pipeline