Quantifying and Selling Value for Services

by | Jul 8, 2019

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Almost all B2B businesses not only provide products, but also deliver services – separately or as part of a bundled offering. Customers want proof of value and they have made this clear. However, once you demonstrate that value, how to do make sure you present it in a way that the economic buyer is willing, able, and wants to pay you for your value? Companies that are best-in-class in demonstrating, delivering, pricing, and negotiating based on value are 35% more profitable than companies that take a market share/get all orders approach. At the same time companies that buy based on best value are 36% more profitable, It’s not a zero-sum game.

In this webinar, Todd Snelgrove will share strategies to help you rethink how to price, present, and negotiate based on your value of your Services.

Highlights include:

  • Best practices for selling services.
  • How to engage the economic buyer (procurement) so they are willing and able to pay for your value.
  • Things companies do that drive the wrong customer behavior, and their unintended consequences.
  • How to implement pricing best practices to capture the true value of your services.

Todd Snelgrove

Todd Snelgrove is a global subject-matter expert (SME) in value buying and selling, with over 50 article references in key publications, such as, HBR and Forbes and key note presentations at over 100 external industry and customer conferences bringing new insights to the highest levels with customers, and challenging customers to choose based on best value, not lowest price. Todd is the Founding Partner at Experts in Value, a consultancy firm that helps companies drive the value strategy from ideation to financial realization, by making sure that value is created, calculated, communicated and priced for."
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