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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.