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Enhance Your Sales Performance by Selling Value

Format: Webinar

Posted in Increase B2B Sales, Presales, Sales

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Neil Rackham, Miller Heiman, Mathew Dixon, Reed Holden: What message do these sales gurus have in common?  They all place a large emphasis on the importance of selling not just products or overall offerings, but value to the customer.  Understandably. value selling is a major priority for top B2B businesses in order to increase revenue, but how does that translate to individual selling situations?

What are the best value tools for sales teams to use and when should they be used? How can marketing, product, and pricing professionals help equip their teams with the best information in the most digestible format?

In this webinar, Tim J. Smith, PhD discussed how quantitative tools, like value calculators and value propositions, are used during the sales process to drive improved value selling performance, including when to use them, with whom they should be shared, and the obstacles to sales effectiveness and efficiency that they help overcome.

PRESENTED BY TIM J. SMITH, PhD, CPP

Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements in driving client profits.  As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society.  He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.

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