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.
Peyton Marshall is CEO and Chairman of the Board of LeveragePoint where he works actively with successful B2B enterprises in implementing value selling. For 15 years he served in senior management roles in healthcare products and IT companies, having been CFO and Acting CEO of Panacos Pharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and CFO of The Medicines Company through their initial public offering and the commercial launch of Angiomax®. Before that, he was an investment banker for 12 years 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 of the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College and a PhD in Economics from MIT.