Mastering Value-Based Selling & Pricing
Elevate your sales strategy by aligning value and pricing effectively
Many sales professionals struggle to communicate the true value of their products, often focusing too much on features and price. Without the right pricing strategies, it's difficult to maximize profitability and meet customer needs.
This course teaches you how to sell based on value and implement pricing strategies that drive revenue and align with your customers' expectations.
2-day
onsite training
Two days of practical, hands-on learning
International standard
Aligned with global best practices
Certificate for completion
Proof of your accomplishment
Next edition
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Feb 20-21, 2025
Sofia, Bulgaria
What You'll Learn
Who Should Attend?
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Account executives seeking to close deals by communicating value and optimizing pricing
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Sales managers looking to lead their teams with value-based selling and strategic pricing techniques
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Founders focused on driving growth by aligning value and pricing with market needs
Presented by Ognyan Vasilev
Ex SalesForce, ex-BCG, ex-Accenture
​As part of the sales organization of the fastest-growing company in the IT history (Salesforce), Oggy has been supporting strategic customers delivering $450 M in revenue.
He mentors startups on sales and pricing topics at Harvard Business School, Xpreneurs, and other world-class organizations.
Program Highlights
World-class best practises
Learn methodologies and techniques used by leading global companies
Practical hands-on exercises
Turn knowledge into practical skills and abilities that you apply daily
Mindset & productivity boosters
Develop a results-driven mindset and boost productivity to achieve your sales goals
Program structure
The Business Value Selling & Pricing program will help sales professionals master value-driven strategies to elevate their sales performance and align solutions with real business outcomes:
1. Selling Value, Not Price
Learn to shift conversations from cost to value by aligning your solutions with the customer’s strategic goals and business impact. Confidently communicate and quantify value propositions to decision-makers.
4. Compelling Proposals & Negotiations
Develop proposals that highlight business impact, prepare for effective negotiations, and navigate discussions to reach win-win agreements.
2. Understanding Stakeholder Needs
Discover what different stakeholders value most, how deals impact their priorities, and tailor your approach to address their specific business challenges.
5. From Agreement to Closing
Master the final stages of the sales process by confidently closing deals, securing commitments, and ensuring a smooth transition for lasting success.
3. Pricing Strategies That Work
Explore proven pricing approaches that adapt to customer needs while preserving value. Learn to craft flexible, compelling offerings that resonate with your audience.
Why Join This Program?
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Gain the confidence to sell with impact by mastering value-driven messaging that resonates with customers
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​Implement proven pricing strategies to maximize profitability and align your offers with customer needs
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​Master the art of negotiation to close high-value deals and drive business growth