Competing and Winning Continuously on Value

Utilizing a value-based business development strategy in order to attract, gain, and maintain customers can be a wonderful and successful strategy. Therefore it is easy for companies to declare their commitment to a value-based and even value-added business development strategy.

After 30 years experience in researching, studying, observing, and analyzing the best and the worst practices and implementing and executing such a business development strategy, APG has derived the following points of view:

• The concept of value is too often misunderstood
• The concept of value-added is too often misunderstood
• Most organizations inadequately understand and express their value propositions
• An organization's value must be segmented and delivered to a segmented customer base
• One customer's valued business relationship is another customer's normal, reasonable standard expectation of doing business
• Ultimately value is defined by individual customers

This presentation will provide critical insight and understanding to these Key Areas.

Confronting the Dysfunctionality Between Sales and Marketing

This presentation will help attendees better understand the assessment process marketers should understand and undertake before deciding on and creating a marketing strategy.  APG will share numerous case studies that both illustrate and prove the inefficiencies and ineffectiveness this dysfunctional relationship causes.

Understanding and Aligning with the Customer's Purchase Decision Process

In today's selling environment the typical sales cycle has become longer, more complex and involves more influencers.  By aligning your sales process with how a customer makes a purchase decision you will create a competitive advantage.

During the Presentation you will:

1. Rethink your role and responsibilities as a business development professional for your company
2. Learn the new reality in the buyer seller relationship
3. Learn the secrets of how buyers make complex purchase decisions
4. Realize the role language plays in shaping your customer interaction process
5. Adopt a more productive customer centered process for interacting with buyers

Enhance your skill applications for appropriately influencing buyer's purchase decisions