Date: Wednesday, March 19, 2014
Time: 1:00 PM EST | 12:00 PM CST | 10:00 AM PST | 7:00 PM CET
Speaker: Chris Provines, CEO Value Vantage Partners and Author, Selling to Procurement and Healthcare Value Selling: Winning Strategies to Sell and Defend Value in the New Market
Who Should Attend: Vice Presidents, Directors, and Managers of: Pricing, Product Management, Product Development, Marketing, Corporate Accounts, Key Account Management, Market Access
The new buyer in B2B is smart, sophisticated, price aware, and more value sensitive than ever. It’s important that value is properly quantified, communicated, defended, and captured. Join our March webinar where Chris Provines will share insights from his past book Sell to Procurement and upcoming book, Healthcare Value Selling: Winning Strategies to Sell and Defend Value in the New Market as well as other works on value selling, and provide proven value-based strategies that will help enterprises in any industry improve sales and marketing communications along with increasing sales and profit margins.
Webinar attendees will learn how to:
- Identify what buyers care about and what you have to offer each buyer
- Leverage value to navigate procurement and buying committees
- Quantify your value and connect it to your customer’s business model
- Align your value selling to your customer’s buying behavior and cycle
-Defend the value of your product against buyer objections
Learn how to achieve profit growth and improve customer value by embedding methodologies and behaviors based on value into marketing and sales processes. Hear how value-based strategies can enable you to clearly communicate your product’s benefits based on your customer’s bottom line.
Christopher Provines has over twenty-four years of global experience. He began his career in hospital finance and reimbursement. After graduate school, he joined Johnson & Johnson and later moved to Siemens Healthcare. His roles have included vice-president-level positions at both companies.
He has extensive global experience in a variety of functions, including strategic pricing, reimbursement, health outcomes, finance, procurement, commercial excellence, key account management, and business improvement. He is a world-leading thought leader in selling, defending, and capturing value. He is an adviser to many of the world’s leading companies.
Chris has written many papers, articles, book chapters, and books. He is on the board of advisers for the Professional Pricing Society and is an award-winning adjunct professor at Rutgers University, where he teaches in the Supply Chain Management and Marketing Sciences Department. His research interests include the transformation of supply chains and the implications for suppliers. Chris earned his MBA from Rutgers University.
Webinars by Function
Webinars by Industry