What’s in this webinar?
Once you have dollarized customer value and prepared your first Value Propositions, the next question becomes: what do you do with them? Value-based marketing programs are created to support value-based selling. In fact marketing is the R&D of sales. So Value Propositions should improve sales effectiveness in front of customers. That is the whole point of value-based approached. However, it’s easier said than done. In fact, the use of Value Propositions in value selling is a challenging art which takes balance, customer intimacy, and story telling. This presentation touches on these topics and proposes some best practices and tips to help in the deployment of value-based selling programs in the B2B world.
Participants will learn:
- Most common value to use to communicate value
- The role of sales and marketing in preparing value tools
- Essentials of value-based selling
- The use of quantified value models in value selling
