Adobe’s entire management team agreed that the ValueSelling sales methodology was the solution
Adobe’s entire management team agreed that the ValueSelling sales methodology was the solution
2 PagesIt was 2012 and Robbie Traube, Adobe’s Vice President of Strategic & Vertical Accounts, North America, was responsible for revitalizing the way Adobe engaged with its largest and most significant accounts. To enhance these relationships, Adobe had to establish itself as a leader in digital marketing, evolving from selling solutions to partnering with customers and solving their business challenges. Robbie brought in ValueSelling Associates to help address the challenges: • Aligning the organization with the same terminology, approach and methodology. • Shifting to a value-based approach, which required selling much higher, using the language of senior executives and collaborating as a partner. • Catering to an array of clients—from large to small—with a baseline of
