Realizing and Delivering on Your Value Promise: Drive Organizational Change to Ingrain Value in Your Culture

by | May 23, 2018

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Experts know the importance of demonstrating and documenting value in the sales process. But how do you make sure your team consistently delivers on your value promise, and drives commercial success for both you and your customer?

Todd Snelgrove, Global Value Subject Matter Expert and former Global Vice President of Value at SKF, shares his insights and experiences of what needs to happen to drive this transformation. Todd’s best in class examples, both from his experience and his latest book, Value First Then Price, will help any Value Program become a sustainable strategy. Viewers of Realizing and Delivering on Your Value Promise will learn:

  1. The Division of Labor. Who in the Organization does what?
  2. Value Guarantees Vs. Discounts. A win for both the buyer and the seller.
  3. Value Delivery.  Align your sales and services team with your customer pre- and post-sale.
  4. Value Culture. How to make sure the whole company becomes the value leader in your industry.

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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