How does a B2B business become a value-focused organization? What sometimes seems to be forgotten is that the pursuit of a value orientation involves a lot more than just the sales force. Selling on value involves organizational change, not just a sales force training workshop. Sales can understand and promise great value, but it is the organization in totality that will actually deliver that value.
The real focus isn’t just on value, it’s on Customer Value. Value is defined by our customers, not by us. Understanding, creating and delivering Customer Value is a team game. Does everyone in the organization really know their role in understanding, creating and delivering Customer Value?
Attendees of Tackling the 7 Challenges and Unleashing the Power of B2B Value will learn:
- The 3 Basic Business Challenges of Value
- The 7 Challenges of Value
- The Value Triad© – 3 Critical Components of Value
- The 3 Key Components of a Value Proposition
