Deliver Results with Value Selling – Key Ingredients for Success in B2B Sales Teams

What’s in this webinar?

Value Propositions are a powerful tool for sales and presales teams throughout the B2B sales cycle. They help sales early to prepare for calls, build confidence, qualify opportunities and engage customer executives. They help sales and presales work together as they highlight differentiation, focus on the customer not the product, design better customized solutions and collaborate with the customer to agree on a business case to buy. Value Selling can generate substantial ROI if implemented with the right ingredients and focus.

Attendees of Deliver Results with Value Selling: Key Ingredients for Success in B2B Sales Teams will learn:

  • How the best B2B sales, presales, marketing and product management teams organize for Value Selling
  • How sales and presales professionals use Value Propositions successfully in their customer conversations through the sales process
  • Best practices for generating, scaling and maintaining Value Proposition content for sales & presales adoption
  • 5 key ingredients for successful team deployment of a Value Selling initiative

Peyton Marshall

Peyton Marshall

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.
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