Communicating Intangible Value: Pricing, Marketing, and Selling the Hard to Quantify

Successful value selling requires communicating the outcomes delivered by your solution in financial terms. Often, the surface-level benefits of a B2B solution are easy to measure. However, many qualitative attributes, such as services, risk reduction, and other intangibles are tougher to quantify and are too often excluded from the value message. By failing to convey a complete picture of competitive differentiation, organizations are hindered in their value marketing and selling efforts, making it difficult for commercial teams to capture the fair share of the customer value delivered by their innovations.

In this webinar, Todd Snelgrove shares best practices in pricing, quantifying, marketing, and selling the hard-to-quantify customer benefits delivered by B2B solutions. During the session, he explores strategies to support marketing and sales teams by sharpening differentiation and dollarizing intangible value drivers.