Establishing a Value Centric Culture In Your B2B Sales Organization

B2B companies are increasingly embracing value-centric strategies to maximize their commercial execution and profitability. With the sales profession in the midst of a technological and cultural sea change, organizations are asking themselves: “what does the sales team of the future look like?” By cultivating a value-centric culture, leading companies can transcend “acts of brilliance” from top reps and instead embed those attitudes, methods and behaviors across the rest of the sales team, allowing them to realize the full impact of value selling.
In this webinar, Bob Apollo, Founder and Chief Outcomes Officer at Inflexion-Point, shares his guidelines for creating sales cultures that reflect customer- and outcome-centric values. During the session, he explores:
Why selling value requires a value-centric culture
The critical importance of customer outcomes
The mindset of the value-centric salesperson
How to hire salespeople who are value-centric
Strategies for developing a value-centric mindset and skillset
How to overcome counterproductive attitudes and behaviors