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Leading B2B enterprises routinely adopt value-based strategies to boost sales outcomes and grow profitability for their differentiated solutions. However, many of these organizations fail to capture the full impact of their value-based pricing, causing these programs to run out of steam and management needing to start from scratch months and years later. Where is the disconnect? The message might be right, but the customers aren’t getting it!
To achieve sustained value selling success, B2B sales teams must be armed with the right content and undergo effective training on engaging with customers to build and deliver a compelling message, while overcoming concerns that impede or completely obstruct the sales cycle. In this webinar, Bernie Lawrence will share a proven framework that highlights your differentiation, dislodges stagnant opportunities stuck in the pipeline, promotes marketing and sales alignment around value delivered, and empowers sales managers to drive value selling adoption through the front lines.