Value Props to Value Models to Value Conversations: Best Practices of Success

An increasing number of B2B enterprises are embarking on customer value management journeys in order to improve commercial performance. As part of this process, marketing, sales, and pricing teams routinely design and develop content toolboxes to be deployed across go-to-market functions. Well-designed customer value propositions, value models, and value selling sheets, centered on customer benefits and quantified economic value, are critical to capturing the benefits of value management.
However, operationalizing this content in practice is more challenging than it may appear. In many cases, these value assets are static, poorly organized, and not customer-aligned, failing to support effective value conversations. In this webinar, Stephan Liozu, PhD, explores ways to design and deploy value tools that serve as powerful assets in customer interactions. During the session, we explore examples of great value models and propositions that help capture B2B value and boost profitability.