Think of the standard bell curve with your top sales performers and your poor performers on opposite sides of the distribution. Some sales people are gifted with the ability to close deals without sacrificing margin while others need to dig deep into their discounting toolkit to close a sale. What if your sales teams had better insights into how your offerings deliver value to customers and a superior toolkit to be more effective communicators? The result would be a smaller number of your sales team having to resort to profit killing tactics to succeed. That is the goal of value selling and for organizations that are serious about capturing value through price the ability to quantify and communicate customer value is critical.
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Case Study
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$80 Million Line of Surgical Equipment Preparation & Maintenance Solutions for Hospitals
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