Communicating Intangible Value: Pricing, Marketing, and Selling the Hard-to-Quantify

HomeResourcesCommunicating Intangible Value: Pricing, Marketing, and Selling the Hard-to-Quantify


Successful value selling requires communicating the outcomes delivered by your solution in financial terms. Often, the surface-level benefits of a B2B solution are easy to measure. However, many qualitative attributes, such as services, risk reduction, and other intangibles are tougher to quantify and are too often excluded from the value message. By failing to convey a complete picture of competitive differentiation, organizations are hindered in their value marketing and selling efforts, making it difficult for commercial teams to capture the fair share of the customer value delivered by their innovations.

In this webinar, Todd Snelgrove will explore best practices in pricing, quantifying, marketing, and selling the hard-to-quantify customer benefits delivered by B2B solutions. During the session, he will explore strategies to support marketing and sales teams by sharpening differentiation and dollarizing intangible value drivers.

Todd Snelgrove

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."

Blog Signup

Subscribe to the Value Strategies Blog today

Skip to content