Six Steps to producing Quantified Value Propositions in Business to Business Webinar
Professor Malcolm McDonald & Grant Oliver
This webinar will combine research from around the world in many different industries and the practical experience of both buying and selling products and services. Only 5% of companies have financially quantified Value Propositions (McKinsey) and developing them will differentiate your company. Even if you DON’T have any differentiation, the very act of financially quantifying the benefits, even if they are standard benefits, will give you an advantage over your competitors.
We will initially discuss the two very important questions of:
What problem are you solving?
Why should we change?
The six steps will be explained and we quantify the benefits in terms of the following:
Closing more deals
Reducing the sales cycle
Making marketing campaigns more productive
We will then summarise by providing examples from various industry sectors.
3 key things delegates will take away
The need/justification for Quantified Value Propositions
12 April 2018: 9.00 – 10.00 am BST : Key takeaways: Building the foundations for predictable pipeline creation. Ensuring pipeline profile reflects the business goal. Aligning sales capability to deliver the right outcomes.