Show customers your math, then invite them to break it.
AI can generate a value proposition and an executive presentation in minutes. But speed alone does not earn customer trust. Trust comes from transparency, shared assumptions, and collaborative value discovery.
Many sales organizations still lead with product and service features designed to convince customers. The most successful value-selling organizations do something different. They expose the math: the assumptions, formulas, value and cost drivers, and the risks and uncertainties behind the business case. Then they invite the customer to challenge it.
In this webinar, Ole Iacob Prebensen, former Commercial Manager at Elkem, joins Bob Kramich, President & COO of LeveragePoint, for a candid conversation about the Elkem MICRODENSE success story and how Elkem built a value-based methodology into its organization. Ole Iacob will share how one platform became the system for trusted, enterprise-wide value selling and customer value management training for Elkem’s global team, and where AI fits in. AI does not replace expertise. It removes the administrative burden so commercial teams can spend more time validating assumptions and building customer trust.
You will learn:
• Why transparent, challengeable value models build more credibility than polished feature presentations
• How combining AI with robust, approved value methodologies lets you scale value selling consistently across products, regions, and customers
• How one consistent message built on approved value drivers replaces locally made versions and assumptions, inside your organization and across your customer base
• What changed commercially at Elkem, including double-digit margin improvement, less discounting, and larger deal sizes
