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Account-based Selling for Buyer Enablement: How Does Your Solution Address Specific Customer Problems?

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Is your commercial team aligned with a focus on the specifics of your customers?  B2B marketers need Account-Based Selling to succeed with Account-Based Marketing. B2B sales teams need content and tools that engage customers in conversations about what your solution will deliver specifically for them. Pricing professionals need specific customer insights to design and execute more profitable segmented pricing. The best commercial teams focus their organizational energy on their Value Propositions, shining a spotlight on the audience that matters to all of them – the Customer.   

Join Peyton Marshall, LeveragePoint’s CEO, as he explores the ways that Value Propositions can and should be the core piece of content that align commercial teams on their customer audience to deliver on the potential of ABM, ABS and segmented pricing. Attendees of this webinar will learn about:

  1. How B2B marketers can deliver results from their ABM initiatives
  2. How to structure sales content and conversations to account-specific problems and opportunities
  3. How to tailor Value Propositions to enable buyer stakeholders
  4. How ABM and ABS drive better pricing segmentation design and execution

 

Peyton Marshall

Peyton Marshall

Peyton Marshall is CEO and Chairman of the Board of LeveragePoint where he works actively with successful B2B enterprises in implementing value selling. For 15 years he served in senior management roles in healthcare products and IT companies, having been CFO and Acting CEO of Panacos Pharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and CFO of The Medicines Company through their initial public offering and the commercial launch of Angiomax®. Before that, he was an investment banker for 12 years in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty of the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College and a PhD in Economics from MIT.

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