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Customer Value Propositions In B2B Sales: Successful Strategies For Organizational Deployment

Format: Whitepaper

Posted in Empower Sales Conversations, Increase B2B Sales, Sales, Why LeveragePoint?

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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.

ABOUT THE AUTHOR, PEYTON MARSHALL

Peyton Marshall

Peyton Marshall, Ph.D. is CEO of LeveragePoint. Previously, he served as CFO and Acting CEO at PanacosPharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and as CFO of The Medicines Company through their initial public offering and commercial launch of Angiomax®. Previously, he was an investment banker in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty in the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College, and a Ph.D. in Economics from the Massachusetts Institute of Technology.

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