On-demand Webinar Delivering Value Pricing Through B2B Sales Teams

Описание: If you are a B2B pricing, sales, product or marketing professional you will want to watch our May webinar, where Mike Wilkinson, Co-founder and Director of Axia Value Solutions, provided insights on how B2B pricing and sales teams can work together by understanding value from the customer's perspective to effectively price and communicate the value of products.

Watch and Learn:

The 7 challenges of value that hinder collaboration between pricing and sales
How to use the Value Triad (revenue gain, cost reduction, and emotional contribution) to understand and communicate value
How to align pricing and sales using the 5 C's of value

Learn Why You Should Align Pricing and Sales on Value:
While pricing teams establish what to charge for products, it is up to the sales teams to take the prices to the customer. All too often the disconnect between the two functions leads to a customer purchasing a product at a discount. To avoid this loss of revenue and decrease in margins, pricing and sales need to align using customer value.

Customers don't buy because they don't -- or won't - understand your value. Learn how to center your enterprise on value to give sales teams what they need to reduce discounts by clearly articulating the economic value of your products to your customers.

About the Speaker:
Mike Wilkinson has over 25 years of world-wide training and consultancy experience and was the 2013 Training Journal award winner for best sales programming.

Mike is the co-author of The Challenge of Value and Value Based Pricing (McGraw Hill 2012), and has written many articles on managing major sales and value. He is a Fellow of the Institute of Sales and Marketing Management, and a member of the Professional Speakers Association and the Global Speakers Federation.

Axia Value Solutions helps businesses and individuals maximize their sales effectiveness through both an enhancement of their sales skills and the development and adoption of robust sales processes. Axia's primary focus is on developing a value centered approach that enables clients to understand the real value that their products and services deliver to customers, by differentiating, communicating and pricing their solutions more effectively.