5 Reasons Companies don't Quantify their Value

Todd Snelgrove now Founding Partner at Experts in Value, was previously the Global Vice President of Value for SKF. During his 20 plus years in the industry, he has identified five reasons why companies do not take the time and effort to quantify their value and equip their sales teams or account managers with the tools and techniques they need to discuss value with customers.

This extract is taken from The Creative Negotiator by Stephen Kozicki.

Why can’t you quantify and prove value?

Account Management, Negotiation, Stephen Kozicki, SAMStephen Kozicki7 May 2018Value, Pricing, Executive Sponsorship, Products, Services, Customers, Dollars, TrainingComment

Why manage accounts strategically?

Managing accounts strategically is a proven way to systematically monitor changes in your customers and competitors and make strategic choices for the future. Companies across many industry sectors have successfully applied the Strategic Account Management (SAM) framework to drive relentless positive change in their business.

So, what are the benefits of working more strategically?

Gary Peacock, Account Management, SAMGary Peacock9 January 2017SAM, Strategic Account Management, AM, Account Management, KAM, Key Account Management, Organisational Change, Change, Strategic, Business Results, Profits, Revenue, Products, ServicesComment