Six steps to producing quantified value propositions in B2B - Webinar-Six-Steps-to-producing-Quantified-Value-Propositions-in-Business-to-Business--Webinar---18.10.17

Six-Steps-to-producing-Quantified-Value-Propositions-in-Business-to-Business--Webinar---18.10.17

Video Transcription

Video Summary

Ben Turner opens the webinar by thanking members and attendees, encouraging use of professional registration and membership logos to signal credibility to customers. He then introduces Malcolm Macdonald and Grant Oliver, who discuss financially quantified value propositions for B2B sales.<br /><br />The speakers argue that most suppliers fail to clearly quantify the value they create, causing price to dominate negotiations and sales cycles to drag on. They explain that a strong value proposition should translate the supplier’s offer into monetary terms and demonstrate its impact on customer profitability, not just cost avoidance. Examples include SKF’s ability to command a price premium through quantified lifetime savings, and inventory-management benefits for a label company.<br /><br />They outline a process for developing quantified value propositions: define the target market, identify key buyers, analyze value creation, quantify benefits financially, and present the results in a clear dashboard with payback, ROI, and cost of delay. They also stress credibility, customer trust, and using internal finance support to validate assumptions.<br /><br />In Q&A, they address why many sellers do not do this, the reliability of data, customer willingness to share cost information, and how to handle longer, more complex sales cycles.

Keywords

B2B sales

quantified value proposition

financial ROI

customer profitability

price premium

sales cycle

value creation

inventory management