Selling Value: Winning Strategies Across the Buyer’s Value Discovery Journey

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The world’s leading B2B enterprises employ value selling to optimize their commercial performance. Value selling helps these organizations maximize profitability by winning more deals at higher prices. However, simply implementing a value selling initiative is no guarantee of success. Sales teams are most effective when they are able to paint a vision of value for the buyer starting at the earliest sales touchpoints, facilitating a buyer’s value journey through qualification, close, and across the customer lifecycle after the sale.

In this webinar, Mark Stiving, PhD shares insights into the buyer’s value discovery journey and how winning B2B sales organization use this to customize their sales approach so buyers perceive more value and are more likely to purchase.

Mark Stiving

Mark Stiving

Mark Stiving, Ph.D. is an educator at heart and a pricing enthusiast by education and experience. While teaching pricing, he realized the key problem is that companies don’t understand value, what it is, and how much they deliver to their customers. For over 25 years, he has studied, led, and coached businesses through the lens of pricing and driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit. During this time, he has started and sold three companies, spoken at major conferences, and conducted over 400 days of corporate training around the globe. He is also author of Impact Pricing: Your Blueprint for Driving Profits, a highly readable and practical manual on injecting value into your pricing strategy.

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