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The Value Triad ©
If you are a B2B pricing, sales, product or marketing professional you will want to watch Mike Wilkinson, Co-founder and Director of Axia Value Solutions, provided insights on how B2B pricing and sales teams can work together by understanding value from the customer’s perspective to effectively price and communicate the value of products.
Watch and Learn: –
The 7 challenges of value that hinder collaboration between pricing and sales
- How to use the Value Triad (revenue gain, cost reduction, and emotional contribution) to understand and communicate value
- How to align pricing and sales using the 5 C’s of value Learn
- Why You Should Align Pricing and Sales on Value
While pricing teams establish what to charge for products, it is up to the sales teams to take the prices to the customer. All too often the disconnect between the two functions leads to a customer purchasing a product at a discount. To avoid this loss of revenue and decrease in margins, pricing and sales need to align using customer value. Customers don’t buy because they don’t — or won’t – understand your value. Learn how to center your enterprise on value to give sales teams what they need to reduce discounts by clearly articulating the economic value of your products to your customers.
Axia’s primary focus is on developing a value centered approach that enables clients to understand the real value that their products and services deliver to customers, by differentiating, communicating and pricing their solutions more effectively.
How to grow profitably by capturing value
Ever feel that you are leaving money on the table? Do your value propositions effectively explain your differential value to customers? This compelling half-hour webinar by noted author Harry Macdivitt of Axia shares best practices on how to effectively communicate with B2B customers. Learn how to: * Uncover the underlying needs and hot-buttons of your customers, * Craft meaningful value messages that set your solution above the competition, * Deliver a crisp value story that convincingly demonstrates why customers should prefer doing business with you See real-life case studies of how innovative firms successfully compete on value.
Out perform Europe
Mike Wilkinson, Director, Axia Value Solutions presents at Outperform Europe in Cannes, France.