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When and Where
  • 9/11/2024 10:00 AM CDT
  • 9/11/2024 11:00 AM CDT
  • Virtual

 Beyond the Money: Gaining commitment from your strategic accounts

 

Todd Snelgrove, Vice President of Value and Commercial Excellence, Experts In Value

 

Impressive results alone aren’t enough for strategic accounts. While showcasing financial outcomes is crucial, companies must also secure a commitment from customers and foster a shared understanding of the opportunity.

Join us for an insightful webinar where we delve into the five-part process for successfully selling and pricing on value, as detailed in the recent MIT Sloan Management Review article, "Acing Value-Based Sales," by Todd Snelgrove, Oded Koenigsberg (London Business School), and Marco Bertini (ESADE Business School and Harvard Business School).

Key Takeaways:

  1. Best Practices for Value-Based Selling: Discover how companies that price based on value are 24% more profitable than their industry average and 36% more profitable than those focusing solely on cost or market share.
  2. Procurement Insights: Learn why procurement teams that prioritize and reward suppliers based on value achieve 35% higher profitability than those using traditional procurement methods, and how to engage them to want to buy based on value.
  3. Proven Strategies: Todd will share actionable strategies and real-world examples of how to implement these value-based approaches effectively.

Don’t miss this opportunity to transform how you engage your strategic accounts to enable them to want to pay you for the value you deliver.

 

 

Speaker Bio

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.

Todd is acknowledged to be a leading subject matter expert on all things value. His insights and experiences on value have helped organizations, create numerous programs and business models that help customers and them increase profitability by measuring and understanding Total Profit Added. Todd has demonstrated successful partnership agreements with Global Fortune 1000 companies, in all industries, segments, and geographies.

Todd’s work on selling, pricing, and procuring has been published in leading business schools and scholarly reviews by Harvard, MIT Sloan, Case Western, Journal of Revenue and Pricing Management, London Business Press, Routledge, and numerous others.

Todd has led sessions at Executive MBA courses at Harvard, IMD, Chalmers, Kellogg, ESADE, Macquarie, RMIT, and London Business School.

Todd directed and edited the bestselling Routledge October 2016 book Value First Then Price - Quantifying Value in Business Markets from the Perspectives of both the Buyers and Sellers. The 2022 Edition 2 – Value First Then Price – Building Value-Based Pricing Strategies (#1 Sales book on Amazon March 2024).