Increasing the Bottom Line by Total Profit Added Selling and Pricing Strategy

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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.

Speakers

Todd Snelgrove

Vice President of Value Advisory and Commercial Excellence and Founding Partner of Experts in Value

Former Global Vice President of Value, Sales, Commercial Excellence, Pricing, and Servitization with over 20 years’ of experience being the team leader in understanding, calculating, selling, presenting, pricing, and purchasing on Total Cost of Ownership (TCO) or Total Profit Added™ (TPA™). Todd has worked and consulted for SKF, GE Digital, ABB, SAP, and 50 other Fortune 1000 companies. Todd is the founder of Experts in Value, a consultancy that helps companies sell, market, price, and negotiate based on measurable value for products, software, services, and digital offerings based on value delivered. Todd is now a Fractional VP of Sales for small and mid-sized companies supported by Sales Xceleration’s tools and methodologies.

Acknowledged to be a leading subject matter expert on all things value. His insights and experiences on value have helped both product and services organizations, create numerous programs and business models that help customers and them increase profitability by measuring and understanding Total Profit Added™. New Business models, Performance / Outcome Based, Servitization and Digitization (IIOT) Offerings, Value Guarantees, are areas of expertise. Todd has demonstrated successful customer partnership agreements with Global Fortune 1000 companies in all geographies and industries.