The Value Coach’s Playbook – Part 1: Quantify Value

by | Jun 5, 2020

Value Management and Value Selling are proven strategies to improve B2B commercial performance and profitability. Sustainable Value Management seldom happens by accident. Top-performing B2B businesses implement programs and disciplines to embed these efforts. Value management starts with good quantification. Great coaches make the difference in building team capabilities in Value management. 

In this white paper, we share value coaching best practices to get the best performance out of “midfielders” in setting product strategy, understanding segments, structuring offerings, setting value based prices, and enabling value sellers to win more deals. Coaches can help even experienced teammates to improve the quality and clarity of their Value Propositions. With proper coaching, marketers and product managers will be able to:

  • Frame the discussion by preparing to quantify Value.
  • Differentiate and identify sources of Value.
  • Quantify and Dollarize Value.
  • Provide balance by detailing negative value drivers.  
  • Utilize competitive intelligence to make apples-to-apples comparisons.

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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