Matching Needs to Value

Overview

The perception of value can vary greatly depending on the company objectives, needs, preferences and expectations.

Understanding what is of 'value' helps drive momentum and engagement.

Objectives

By the end of the course, learners will be able to:

• Evaluate the importance of defining 'value' from a B2B perspective, and its relationship to a client's pain points and needs;
• Identify the components used to define value in B2B sales;
• Review and apply the value proposition canvas tool to demonstrate how to match needs to value;
• Explore common strategies used to calculate return on investment (ROI) when considering value;