ACL: Understanding Value-Based Selling
Such is the case at ACL Services, the leading global provider of audit analytic technology. Although ACL sells directly to financial executives, compliance professionals and auditors, members of ACL’s global sales force do not always have a financial background.
ACL faced some prevailing financial misconceptions among the sales force in general, as the sales professionals sometimes saw themselves as revenue generators only, not as overhead. Therefore, many of them were quick to discount products and services.
ACL decided that it was important to make the sales force aware of the difference between price-based selling and value-based selling – ACL turned to Celemi and Celemi Apples & Oranges™.
“Celemi Apples & Oranges™ showed us how a change in one part of the organization would have a trickle-down effect, or even an explosive effect, elsewhere in the organization.”
— Bernie Macht Regional Sales Director, ACL