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Six Steps to producing Quantified Value Propositions in Business to Business

Association Of Professional Sales

Tuesday, 28 November 2017 from 09:00 to 11:30 (GMT)

Six Steps to producing Quantified Value Propositions in...

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Six Steps to producing Quantified Value Propositions in Business to Business 28 Nov 2017 Free  

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Event Details

Dr Paul Johnston & Simon Kelly:  Developing value propositions that are relevant and distinct 

In a world where 58% of deals end in no deal and the customer is 60% through the buying process before speaking to a salesperson, it is now imperative that sales and marketing work together to develop relevant and distinct value propositions.

Inspired by their book 'Value-ology: Aligning sales and marketing to shape and deliver profitable customer value propositions', Dr Paul Johnston and Simon Kelly will provide relevant insights from their customer research.

Professor Malcolm McDonald:  Six steps to a quantifiable value proposition 

Professor Malcolm McDonald will combine research from around the world in many different industries and the practical experience of both buying and selling products and services.  Only 5% of companies have financially quantified Value Propositions (McKinsey) and developing them will differentiate your company.  Even if you DON’T have any differentiation, the very act of financially quantifying the benefits, even if they are standard benefits, will give you an advantage over your competitors.

We will initially discuss the two very important questions of:

  1. What problem are you solving?
  2. Why should we change?

The six steps will be explained and we quantify the benefits in terms of the following:

  • Closing more deals
  • Reducing the sales cycle
  • Avoiding discounting
  • Making marketing campaigns more productive

We will then summarise by providing examples from various industry sectors.

3 key things delegates will take away

  1. The need/justification for Quantified Value Propositions
  2. The Benefits of Value Propositions
  3. The six steps explained

AGENDA 

9.00 am:  Coffee & Registration 

9.30 am: APS Welcome & Introductions

9.40 am: Dr Paul Johnston & Simon Kelly - Developing value propositions that are relevant and distinct 

10.30 am:  Professor Malcolm McDonald - Six steps to a quantifiable value proposition 

11.10 am:  Q&A / Practitioner debate

11.30 am:  Close

 

APS Fellows and Advanced Members Event

Many thanks to our Skills Partner 

Huthwaite-skills-partner-275x127

We would like to share your contact details with our Skills Partner, Huthwaite International so that Huthwaite International may contact you directly for marketing and promotional purposes.  If you do not want us to forward your contact details to Huthwaite Research Group Limited trading as Huthwaite international, please email me at jennie.harnaman@the-aps.com.

Do you have questions about Six Steps to producing Quantified Value Propositions in Business to Business? Contact Association Of Professional Sales

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When & Where


Schlumberger Plc
Schlumberger House
62 Buckingham Gate
SW1E 6AJ London
United Kingdom

Tuesday, 28 November 2017 from 09:00 to 11:30 (GMT)


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Organiser

Association Of Professional Sales

The Association Of Professional Sales is a not for profit organisation that has been created to work closely with the key thinkers and leading practitioners within the selling community developing knowledge that can be applied by all organisations and practitioners and those who are committed to improving the sales practice.

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Six Steps to producing Quantified Value Propositions in Business to Business
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