Tackling the 7 Challenges and Unleashing the Power of B2B Value

How does a B2B business become a value-focused organization? What sometimes seems to be forgotten is that the pursuit of a value orientation involves a lot more than just the sales force. Selling on value involves organizational change, not just a sales force training workshop. Sales can understand and promise great value, but it is the organization in totality that will actually deliver that value.

The real focus isn’t just on value, it’s on Customer Value. Value is defined by our customers, not by us. Understanding, creating and delivering Customer Value is a team game. Does everyone in the organization really know their role in understanding, creating and delivering Customer Value?

Attendees of Tackling the 7 Challenges and Unleashing the Power of B2B Value will learn:

  • The 3 Basic Business Challenges of Value
  • The 7 Challenges of Value
  • The Value Triad© – 3 Critical Components of Value
  • The 3 Key Components of a Value Proposition

Mike Wilkinson

Mike Wilkinson

Mike Wilkinson has over 25 years of world-wide training and consultancy experience, and was the 2013 Training Journal award winner for best sales programming. Mike is the co-author of The Challenge of Value and Value-Based Pricing (McGraw Hill 2012), and has written many articles on managing major sales and value. He is a Fellow at the Institute of Sales and Marketing Management, and a member of the Professional Speakers Association and the Global Speakers Federation. His focus at Axia Value Solutions is working with sales teams helping them to find new ways of understanding and communicating value so that money isn’t left on the table, and they are rewarded for the value they deliver.
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