Manufacturing teams spend time and money working to create and deliver customer value, but customers don’t always see the worth of your offers. In a competitive industry, how can teams in Sales, Marketing, or Pricing streamline the process and deliver results that propel them ahead of customers?

Learn the art of explaining, quantifying, and effectively communicating value without overwhelming or turning off your potential buyers. In this webinar, join Todd Snelgrove, Founding Partner of Experts in Value, as he brings his expertise to increase profitability by measuring and understanding Total Profit Added. In this webinar, attendees will:

• Learn engagement tactics to engage the economic buyer to discuss value in a competitive market
• Cover the do’s and don’t of how to explain, quantify, and communicate value 
• Manage procurement pushbacks, why, and how to overcome objections to paying for value
• Strategize how to price for the value you deliver, and some of the things manufacturing companies do that hurt the value-selling process.

Companies that have and execute a value-based sales strategy are 30% more profitable than ones that have weak execution on value and are 35% better off than those that follow a cost or market-share-driven strategy. Customers who are convinced to buy on value are happier, and customers who buy based on best value are 36% more profitable. It is a win/win for both buyers and sellers.

Examples will come from Todd’s 25 years in industrial and manufacturing industries, along with case studies from his book Value First Then Price, and an article recently published in MIT Sloan Management Review Acing Value-Based Sales.