What’s in this whitepaper?
The best B2B enterprises win by selling differentiated products and offerings. They win profitably by realizing prices that reflect the customer value of their differentiation. They win profitably and consistently by organizing their sales teams to engage customers in value conversations.
Embedding customer value selling in B2B sales organizations has tangible benefits. Value selling addresses sales challenges, shortening sales cycles, improving conversion rates and increasing margins. Driving organizational fluency in the language of the customer can be transformative. Value-based sales strategies can be deployed quickly, but successful implementation requires a practical, flexible approach to rollout.