Pricing models: Selling vs Value realisation

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As a result of joining this event the participant will understand the importance of value realisation vs selling as well as what it takes to ensure that it happens in every project which will enable them to show tangible benefits to the wider stakeholders resulting into long term sustainable customer success.

Recommended audience

Sales Managers, Account Managers, Sales Representatives, Territory Managers, Sales/Commercial Engineers


Type of audience

UK and International


Description

"Value realisation is the effort that creates a quantifiable, tangible, and sustainable benefit that accrues to the wider stakeholders"

Making an effective sale is about making the effort to understand the customer challenges and needs, then fulfil these needs by offering Services and Products that create value to customers.

Selling is about convincing the client how the sale would create a quantifiable benefit. Sellers could make a spreadsheet showing the buyers that a change generate a 10% reduction in costs and be justified in calling it value creation. But when they can show business managers reducing spending, the finance team adjusting budgets, and the accounting team showing the reductions in the P&L, you have an outcome worthy of celebration.

Value realisation is about achieving and demonstrating the actual business value resulting from a deployment of a new or improved product, solution, or service.

In this session, we will cover more in depth the topic of selling vs value realisation and how sellers can achieve value realisation in every project. This goes through the Identification of Stakeholders, building a compelling story, quantifying the wider benefits, ensuring value maintenance during execution and raise the bar in communicating the outcomes and re-initiating the business engagement.


Key takeaways

  • Value realisation-based engagement matters more than selling the value created to the buyers.
  • Value realisation is the efforts that creates quantifiable and tangible benefits to the wider stakeholder’s group in a tangible way and have a long and lasting effects.
  • Value realisation is about identifying the stakeholders, selling with a story, quantifying the wider benefits, ensuring value maintenance at execution, and expanding the reach of communication outcomes.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Presenter

Nourdine Boubekeur, Sales & Commercial Learning & Competency Manager at Schlumberger

Nourdine, Sales & Commercial Learning & Competency Manager at Schlumberger, East Hemisphere, spent his 22 years career in the Oil & Gas Industry. He held several positions in Operations, Management, Account Management, Business Development and Sales & Commercial across Europe, Africa, CIS and Asia.. Currently, he is overlooking Sales Training and Talent Development for east Hemisphere located in Kuala Lumpur,.

Nourdine holds an Engineering degree in Instrumentation from the Algerian Petroleum Institute and an MBA from Erasmus University NL

He is also a certified coach by the EMCC and a member of ISP.


Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact membershipservices@the-isp.org for more information.

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