Monday, March 07, 2016

Value Summit Keynote - The Importance of Getting Value Selling Right

Last week we were incredibly proud to help launch the Value Summit (#VSRSummit) in Dallas, a
first of its kind gathering of over 160 of the best value consultants and sales enablement leads.

The two day event included great presentations and panels by industry analysts, thought leaders and consultants.

I was honored to be recognized as one of the three original founders of this new group (the VSR Council), and lucky to share the keynote stage with my good friend Jim Ninivaggi, ex- Sales Enablement practice lead from SiriusDecisions, now Chief Strategy Officer with Strategy to Revenue (STR).

In our keynote, we analyzed some of the top value selling challenges and discussed some key trends that are sure to shape value consulting and sales enablement over the next few months:

  1. The vital importance of getting value selling right. How buyers have changed and trends are driving more involvement from vendors to better communicate and quantify unique value. 
  2. Key research showing that although most organization's are investing in value selling programs, the investments may not be right / enough.
  3. The need for value consultants and sales enablement to justify their programs, to get more of their justified share of the enablement pie even at a time when enablement investments may be tightening.

You can checkout the research and presentation here >>>

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