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In this webinar, Todd Snelgrove, a Subject Matter Expert on all things "Value", will provide an executive overview of his and Prof Andreas Hinterhuber's bestselling new book - Value First Then Price - Quantifying Value in Business to Business Markets from both a Buyer and Sellers Perspective. Todd's webinar will focus on new, best in class examples, of how companies can calculate, communicate, sell and price for new Service related business, and reduce churn of existing contracts.
Todd will also focus on how to discuss your company's value and engage the economic buyer so that discussions are centered around best value versus lowest price.
Companies that take a value approach are 24% more profitable than their industry peers, on the other hand companies that buy based on best value are 36% more profitable than companies that do not.
In both cases your service sales team needs to be comfortable not only with the technical conversation, but just as much or more with the commercial negotiation of why you're worth more than others.
This is essential viewing for leaders of companies looking to make the transition to outcome based service models.
|Guest Speaker: Todd Snelgrove, Author, Subject Matter Expert and Thought Leader
Global Vice President of Value
Todd Snelgrove is a global subject-matter expert (SME) in value buying and selling, with over 50 article references in key publications such as HBR and Forbes and key note presentations at over 100 external industry and customer conferences bringing new insights to the highest levels with customers, and challenging customers to choose based on best value, not lowest price.
Formerly Vice President of Value at SKF Todd provided business model innovation to outcome based contracting and revolutionised the company's offerings. This led to Todd co-authoring the best selling book "Value First then Price: Quantifying Value in Business to Business Markets from the Perspective of both Buyer and Seller"
Find out more about Todd and the work he does by visiting www.expertsinvalue.com