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Companies invest substantial sums in the development and launch of new solutions for customers. Often, these new solutions languish or fail to achieve their sales and profit potential. One key root cause of new product revenue failure is lack of an effective value proposition for the sales team. It doesn’t have to be this way. Through proper planning and execution, value selling should help to accelerate product launch success.
Attendees of Accelerate Product Launch Success with Value Selling will learn:
- A holistic framework for thinking about new solution value from quantification through value assurance
- The 5 critical drivers of new technology adoption and the role of economic, strategic, and emotional value
- How to adapt value selling for different customer segments based on buying behaviors and procurement strategies
- 6 strategies from the science of influence that should be included in every new product’s value messaging
- How to prepare the sales team to successfully communicate value and engage economic buyers