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Companies that take a value approach are 24% more profitable than their industry peers. On the other hand, companies that buy based on best value are 36% more profitable than companies that do not. In both cases your sales team needs to be comfortable not only with the technical conversation, but with the commercial negotiation of why you’re worth more than the alternatives.
In this webinar, Todd Snelgrove, former Global Vice President of Value at SKF, will provide an executive overview of his and Prof. Andreas Hinterhuber’s bestselling new book – Value First Then Price – Quantifying Value in Business to Business Markets from both a Buyer and Sellers Perspective. Todd’s webinar will focus on best in class examples of how to develop commercial engagements with the Economic Buyer to offer payment models based on value, and communicate why your value is more impactful than price concessions. Webinar attendees will also learn:
- How to quantify new product value
- How to engage procurement on value
- Performance-based contracting
- Best practices in value realization by successful enterprises
