The Value of Value Selling & Marketing – November 10, 2016

Your buyers are concerned about the economics of each purchase decision, and as a result, require financial justification early and often throughout the buyers journey.
At the same time, your standard product-centric content and demo-laden sales approach haven’t kept pace.

You have to change, and in order to do so, need to invest in new content, tools and training to effectively implement a value-focused sales and marketing approach. But this is easier said than done, as many organizations are scrutinizing new sales and marketing investments, spending less, not more, on content and enablement.

So, how do you make the case for more investment in value?

How do you quantify the tangible value of value, to make a solid business case?

In this interview, Peter Ostrow , Research Director from the sales and marketing advisory firm SiriusDecisions, discusses the business benefits of Value, with solid advice on how to measure the impact and prove the ROI from taking your value selling and marketing from “good” to “great”.

This session will give you the practical models and metrics to quantify and communicate the business case for Value, providing the framework to establish the right Value Marketing and Selling programs, project the potential business value and drive outcomes post deployment.

November 10, 2016 11:00 am
Duration: 45 minutes

Presented By

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Peter Ostrow
SiriusDecisions
Research Director, Sales Enablement Strategies
 
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Tom Pisello
The ROI Guy
Alinean
CEO & Founder