Utilizing Differentiation in Value Modeling: Case Studies in Enabling Customer Conversations

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No one has ever made a difference by being like everyone else.  The world’s leading B2B enterprises are able to sustain their success by not only producing differentiated product and service offerings, but also conveying their differentiated value to their customers.  As buyers increasingly look towards cost reduction in the midst of economic uncertainty, successful B2B companies instead focus on proving how their products and services deliver value – as seen from the customer’s perspective.

Now more than ever, the ability to create, quantify, and convey your differentiated value is key to solving customer problems and sustaining sales success.

In this webinar, Ole Iacob Prebensen, Global Marketing Manager at Elkem Silicon Materials, uses real world case studies to share his experience implementing a culture oriented on customer value, and the ways each initiative generated bottom-line results.

 

Ole Iacob Prebensen

Ole Iacob Prebensen

Ole Iacob Prebensen has over 20 years’ experience in the oil & gas industry. In his role as Global Marketing Manager at Elkem Silicon Materials, Ole Iacob plays a leading role in their value strategy, from quantification and segmentation to sales enablement. Before joining Elkem, he has served multiple in CEO and COO roles, was former Global Director of Marketing & Sales in a large oil-service company, and has accrued over a decade in public service.
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