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

Format: Whitepaper

Posted in Sales

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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.

ABOUT THE AUTHOR, 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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