Value Propositions Help B2B Sales Teams Win: Are Yours Sales-ready?

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B2B customers are more informed and better equipped than ever.  Sales teams face an uphill battle in qualifying and engaging those customers.  The best B2B enterprises deploy sales methodologies recommended by sales trainers and experts to address the modern buyer. Digital tools are an essential complement to the training and coaching that sales teams receive to prepare them for their interactions with customer stakeholders. These tools fit the sales strategy best if they are aligned with the organization’s sales process and methodology.

Value Propositions are powerful instruments that center sales conversations on customer value. CRM data from B2B organizations that have adopted value selling demonstrate that opportunities where a Value Proposition is used result in: (1) 5-15% higher win rates and (2) 5-25% higher price outcomes.  Join us for Value Propositions Help B2B Sales Teams Win: Are Yours Sales-ready? to learn:

  • The emerging consensus of B2B sales methodologies and sales best practices
  • How to align marketing content and sales processes using digital, interactive presentations
  • How Customer Value Propositions can be designed to fit with and reinforce different sales methodologies
  • How interactive tools drive implementation of best practices and adoption of Value Propositions in sales

 

Peyton Marshall

Peyton Marshall

Peyton Marshall is CEO and Chairman of the Board of LeveragePoint where he works actively with successful B2B enterprises in implementing value selling. For 15 years he served in senior management roles in healthcare products and IT companies, having been CFO and Acting CEO of Panacos Pharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and CFO of The Medicines Company through their initial public offering and the commercial launch of Angiomax®. Before that, he was an investment banker for 12 years in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty of the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College and a PhD in Economics from MIT.
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