Drive Sales Team Success: Keys to a Sustainable Value Selling Initiative

by | May 30, 2019

Technology has changed the fundamentals of B2B sales. Top-performing, modern sales teams engage buyers in ways that are customer-centric, customer-relevant, and delivery-centric. Each of these are foundational components of Value Selling.

Value Selling delivers sales success. In this white paper, learn the key elements that drive sustainable value selling initiatives, including:

  • The key ingredients of a great Value Proposition.
  • How to test your Value Proposition to ensure it is sales-ready.
  • Six ways Value Propositions change the sales process itself.
  • Tips to raise organizational energy and commitment around Customer Value and Value Selling.
  • How and where to start Value Selling to raise the likelihood of success
  • A systematic method to generate momentum in Value Selling.
  • Best practices to sustain and scale a value-centric organization.

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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