Tuesday, July 30 2019 at 11 AM ET
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.
- 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.
Attendees will be entered to win one of three free copies of Todd’s book Value First Then Price: Quantifying Value in Business to Business Markets from the Perspective of Both Buyers and Sellers.