In this episode, Steve delves into the intricate blend of art and science involved in the sales process. He emphasizes the importance of incorporating intangibles alongside hard facts, highlighting that both are essential for success and reaching a deal. Furthermore, he underscores the collaborative efforts of individuals within the company, working cohesively as a team to uphold a value-based approach throughout the entire sales process.

Value Pricing is Useless! 

Yes I believe in what I say ... It is useless unless you couple it with Value-based Selling. Some insights on how to make your value-based approach successful.

Some insights on change management presented at the CFO Forum in Prag in 2023

What do marketing activities and change management have in common?

𝗦𝗼𝗰𝗶𝗮𝗹 𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗼𝗻𝗹𝘆 𝗳𝗼𝗿 𝗺𝗮𝗿𝗸𝗲𝘁𝗲𝗿𝘀!

Many salespeople are skeptical about social selling and push it back to their marketing departments.

When talking to customers about social selling and lead generation, I get some questions:

❓ Does LinkedIn work as a lead generation channel?

❓ Should I turn my LI profile into a sales pitch?

❓ Is the tweak of my Linked profile enough to generate leads?

• A case study from the chemical industry to share how to combine entrepreneurship and storytelling to enhance the strategic approach towards your key accounts
• Why is entrepreneurship essential in Key Account Management
• How can storytelling support your KA strategy to ge more commitment?

@ EBCG, Frankfurt (2022)

𝗖𝗮𝗻 𝗮 𝘃𝗲𝗴𝗲𝘁𝗮𝗿𝗶𝗮𝗻 𝗿𝗲𝗽𝗹𝘆 𝘁𝗼 𝗠𝗘𝗔𝗧 𝘁𝗲𝗻𝗱𝗲𝗿𝘀?

I had the opportunity to join the Cubecast and share some insights about tenders and how to create value.

Watch the cubecast on Youtube 

LISTEN IN THE NEW PODCAST

I had the opportunity to join Kristine R. Esparza in her Podcast to talk about Commercial excellence and what can be applied for #startups as well as #valuebasedselling.

If you don't have time to listen to the whole podcast, here the highlights:

4:30 How to deal with pandemic and commercial excellence

5:50 Focus on the customer's needs to differentiation - some tips and tricks about virtual selling and value selling

9:30 Here some tips for startup how to scale and excel

13:00 How to break silos between Sales and marketing

The need of a holistic approach to combine the fundamentals into a successful initiative 

 In the Ebook, you will find some insights and way how to successfully develop a commercial excellence initiative.

What are you doing about those challenges?

I had the opportunity to participate to the B2B re-imagine podcast hosted by Barrett Thompson, where we diagnose the biggest challenges facing the chemical & distribution businesses.

For those who do not have time to listen in, here the few challenges:

- increased complexity

- changing relationships along the value chain

- digital revolution.

How to deal with those challenges?

Traditionally these distributors were seen as simple logistics providers, whose main role was to extend the reach of manufacturers to small and midsize customers.

In the last 10-20 years, many have differentiated themselves with value-added services and tailored solutions that sometimes compete with their own suppliers.

This complexity creates a challenge for sales teams that have to deal with inconsistent and misaligned market pricing. Learn how leading chemical distributors are using data science-driven tools to reach commercial excellence in this dynamic environment.

#b2b #chemicals #salesexcellence #digital #pricing #channelmanagement #distribution

Industry expert Dr Steve Laborda penned a guest #blog for us outlining three focus areas for #chemicals #distributors to master throughout the value chain.

Our recent digital event “Pricing Reimagined: Commercial excellence to deliver profitable growth in chemical industries” is now available on-demand.

Leading pricing industry expert Steve Laborda and an EMEA-based chemical distributor cover topics including:

Why commercial excellence is key

How to tackle commercial excellence in your organization

Why pricing is the key driver to the chemical distributor's success

Tips and tricks to successfully onboard your organization

An interactive demo from Zilliant Business Solutions Group Director Thomas Delloye illustrates how Zilliant addresses common pricing challenges faced by many chemical companies. Watch through the end to hear a variety of pricing and technology-related questions from attendees.

Are you also fed-up of all those theoretical value-selling books and articles? Would it not be great to have a simple and practical guide to bring your step by step towards successful sales with the satisfactory profitability!

Here an #easy and #simple though powerful way to develop your value customer sales: 8 tools that clearly bring you step by step to build successfully your customer cases

In these times of uncertainty, we have created a new podcast series to help you understand how businesses like yours are adapting, as well as hearing experts across various industries give their best advice on how you can defend your brand and remain successful during these times.

With many worldwide organizations taking a hit due to these unprecedented times we find ourselves in, it will become even more difficult to sell with a focus on price. You could argue value selling has never been more important.

As a result, we focus on this topic in this week’s Insights Inside episode where I talk to Steve Laborda, Founder of ValueBizbooster; a consultancy designed to educate others on value selling and how to deliver organisational transformation in a global corporation.

This podcast covers a number of topics surrounding value selling and customer experience.

Where agile meets value-based selling:

while the new normal starting gradually to being set up, sales and marketing teams work to catch-up faster the lost revenue and profitability. Would the old way by running faster work? Read our article on how to apply the synergies of agile and value selling.

Presentation @ the Manufacturing Pricing Excellence Summit 2020

The challenges companies with possibly lower sales or low cash flow are even more relevant those days with the COVID-19. Hence the need to build a strong organization focusing on capturing value has become even more crucial and critical to ensuring companies to catch-up the gap created through the current situation. Many management and sales & marketing leaders know how difficult it is to build a successful organization around value-based selling and it is even more challenging to keep it up running. You might ask why is it like that?

Struggling to get your customers to understand the value your offering generates or to communicate the value to your customers

Many sales & marketing teams are struggling to quantify the value of their offering and to present it to their customers. Would you like to get access to some best practices and simple tips and tricks to build successful and impactful value cases?

In this webinar, you will be get access to simple tools to build your cases and you can ask questions to fine tune your customer casesrite a description for this list item and include information that will interest site visitors.