Generate B2B Value Propositions for Sales Team Adoption

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What’s in this webinar?

Value Propositions are a powerful tool for sales and presales teams to communicate customer value throughout the B2B sales cycle. They help sales early in the sales cycle to prepare for calls, to build sales confidence, to qualify opportunities and to engage customer executives. They help sales and presales work together as they highlight differentiation, focus on the customer not the product, design better customized solutions and collaborate with the customer to agree on a business case to buy. But generating Value Propositions that are adopted is an acquired skill that takes strong attention to sales and presales clarity and usefulness.

“The #1 barrier to Sales hitting quota is their ability to communicate value.” – SiriusDecision

Attendees of Generate B2B Value Propositions for Sales Team Adoption will learn:

  • How to quickly build Value Propositions that enable customer conversations
  • 5 questions to develop useful Value Propositions for sales and presales teams
  • How to validate Value Propositions
  • 6 proven keys to sales implementation and adoption
  • How good do the data have to be?

Peyton Marshall

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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