Innovation Requires Selling Value

Sales. Most project managers and consultants cringe at the word. They do not want to appear to be “salesy”. In fact, everybody “sells” and if you’re not selling then somebody is beating you to an opportunity by outselling you. Value assessments are fairly short projects designed to sell medium to large enterprise systems. Value assessments required value selling approaches with C-level executives and their subordinates. Value assessments have to sold. Selling a value assessment, followed by a value assessment selling project, is what I did as a project manager with a software company. These processes enabled client C-level executives to see opportunities that they would never see otherwise. It enabled innovative projects within the client company. Companies can benefit from understanding these value selling approaches as they pursue innovation. Value selling sells valuable innovations. The PMO is a perfect place for value selling to take place.