Resources

Preparing the Sales Team to Win with 21st Century Procurement Organizations

Chris Provines is Adjunct Professor at Rutgers University and CEO of Value Vantage Partners. He’s an accomplished executive and business advisor with broad global experience in Fortune 500 businesses. His experience includes global leadership roles at Johnson & Johnson and…

Utilizing Customer Loyalty Data to Enhance Value Pricing

Good value pricing can enhance your ability to get paid a premium or your fair price. When combining value pricing techniques with customer loyalty data, you can increase your value pricing and your sales team’s confidence in the Value Proposition….

5 Keys to Increasing Your B2B Qualified Sales Pipeline

What would you say if I told you that only 19% of sales meetings that B2B executives take actually live up to their expectations? Would you be surprised? Would you believe that 67% of the time sales reps are giving…

Global Roll-out of a Structured Value Pricing Approach – A Bayer CropScience Case Study

Join Ingo Hennecke, Global Pricing Manager at Bayer CropScience, in a webinar centered around Bayer CropScience’s global implementation of a structured Value Pricing approach. After a short introduction of Bayer CropScience you’ll learn: How to create awareness of the impact…

The Challenge of Value – Value Selling

Join Mike Wilkinson, Co-founder and Director at Axia Value Solutions, for a webinar centered around understanding value. During The Challenge of Value – Value Selling you’ll learn: The Value Triad© as a means for identifying customer value A four stage…

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