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You have invested in training your people on best practices to market and sell the value of your company’s offering. Hear from Todd Snelgrove, from Experts In Value (www.expertsinvalue.com) a Global Practitioner on best practices on how to contract and get paid for the value your products and services create and deliver. For those that do invest and create customer value, it is time to do the work to get paid for that value! Selling Products based on features and benefits alone or price will not deliver the return your value deserves. Selling Services based on costs, hours, parts, or activities also will not bring the profit you deserve. Buying based on the minimum requirement doesn't lead to a competitive advantage. Both buyers and sellers should buy and sell based on the incremental value and profit impact they deliver.
Thursday, August 22nd
- 8 am Seattle
- 11 am New York / Caracas / Santo Domingo
- 4 pm London / Lagos / Lisbon
- 5 pm Paris / Cape Town
- 6 pm Helsinki / Amman / Moscow / Doha
- 7 pm Dubai
- 8:30 pm Mumbai
- 11 pm Perth / Singapore / Beijing
Our Expert: Todd Snelgrove
Former Global Vice President of Value with over 15 years’ experience being the team leader on understanding, presenting, calculating, pricing, selling and purchasing on Total Cost of Ownership (TCO) or Total Profit Added™ (TPA™) for SKF, and Vice President of Marketing for ABB. Todd was the founding partner at The Experts in Value, a consultancy that helps companies sell, market, price and negotiate based on measurable value. Todd is passionate about helping companies understand, structure and train, sell and negotiate, and deliver and get paid for Value. Todd is acknowledged to be a leading subject matter expert on all things value. His insights and experiences on value have helped both product and services organizations, create numerous programs and business models that help customers and them increase profitability by measuring and understanding Total Profit Added™. Todd has demonstrated successful customer partnership agreements with Global Fortune 1000 companies, in numerous industries and segments, in all geographies of the world.
Todds' work has been featured in articles on selling, pricing, quantifying, marketing, and procuring in numerous publications from leading business schools and scholarly reviews published by Harvard, MIT Sloan, Case Western, Wake Forest, Journal of Revenue and Pricing Management, London Business Press, Routledge, and others. Todd has also led sessions on value at Executive MBA courses at IMD Switzerland, Chalmers Sweden, Kellogg USA, ESADE Barcelona, University of Tennessee USA, University of Macquarie Australia, University of North Carolina, and London Business School.
Todd directed and edited the bestselling Routledge October 2016 book Value First Then Price - Quantifying Value in Business Markets from the Perspectives of both the Buyers and Sellers
An energetic presenter at meetings on the need to buy, sell, and price based on value created and documented; for associations such as Manufacturers Alliance (MAPI), Strategic Account Managers
Associations (SAMA), Certified Purchasing Professionals Association (PMAC), Institute for the Study of Business Markets (ISBM), Aberdeen Groups Chief Procurement Officer (CPO) Summit, Center for Advanced Procurement Studies (CAPS), International Association of Commercial and Contract Management (IACCM), European Pricing Platform, National Institute of Government Purchasing (NIGP), World Congress on High Speed Rail, Procurecon, Services and Aftermarkets, and numerous others. Todd is a Founding Fellow at the Sales Leadership Alliance which is part of the Chartered Institute of Marketing UK, and sits on the Editorial Board of the International Journal of Sales Transformation and Associate Editor Journal of Creating Value. Todd also received a “1 of 50 best practices” by Strategic Account Management.