Elkem Silicon Products is one of the world’s leading providers of silicon-based advanced materials, supporting Fortune 500 companies in construction, transport, energy, and electronics worldwide. In the mid-2010’s, the global oil and gas industry was beset by rapidly falling prices due to a global oil glut. At the time, Elkem was launching a new intermediate offering used in drilling oil & gas wells, and having trouble generating sales. As a result, they implemented a value-based sales framework using LeveragePoint Value Propositions to improve sales outcomes.
In this case study, Ole Iacob Prebensen, Global Marketing Manager – Oilfield at Elkem, shares how Elkem quadrupled new product sales in their first year of selling value. Highlights include:
- The importance of selling value in the wake of industry-wide disruption.
- How LeveragePoint Value Propositions helped Elkem communicate quantified value, winning over key stakeholders across the value chain.
- How a switch to Value Selling helped Elkem achieve 4x targeted product growth in their first year.