Using Value Tools to Support Value-based Selling

Описание: Once you have dollarized customer value and prepared your first Value Propositions, the next question becomes: what do you do with them? Value-based marketing programs are created to support value-based selling. In fact, marketing is the R&D of sales. So Value Propositions should improve sales effectiveness in front of customers. That is the whole point of a value-based approach. The use of Value Propositions in value selling is a challenging art which takes balance, customer intimacy, and story telling.

This presentation touches on these topics and proposes some best practices and tips to help in the deployment of value-based selling programs in the B2B world. Participants will learn:

Most common value to use to communicate value
The role of sales and marketing in preparing value tools
Essentials of value-based selling
The use of quantified value models in value selling