Leading B2B sales teams deploy value selling to boost commercial outcomes and profitability. By communicating the financial impact of their solution starting from the very first sales conversation, these teams are able to generate customer buy-in and fast-track decisionmaker approval through a shared vision of value that evolves into a business case to buy. However, before finally receiving the order, sales teams must often navigate the procurement organization. How do procurement teams think about value? Do they care?
In this webinar, Todd Snelgrove explores best practices for engaging procurement as part of a buying decision in order to persuade them to pay for the value your solution provides.