Frugal customers continue to push back on your value proposition, even though you have taken the effort to quantify the value. It should be obvious that your solution will help them, but for some reason, either your team or the customer is not buying into the customized business case. Why? And how do we improve the effectiveness of a Value Management Program to close more deals, at better prices, with a faster deal cycle, and get customers to want to do so?
In this webinar, Todd Snelgrove from Experts in Value will show the 10 dimensions a best-in-class Value Management Program should and should not do. The findings are based on research recently published by MIT Sloan Management Review in a featured article called “Acing Value-Based Sales,” the number one best-selling book “Value First, Then Price,” and from Todd’s 25 years of experience in Value Consulting.
