UBM XChange 2012
Aug 19-22, 2012 | Dallas
ZS Principal Ashish Vazirani will present on “Value-Based Selling: Building Best-in-Class Capability for Sales Effectiveness” at this UBM event for technology solutions providers.
Value-Based Selling: Building Best-in-Class Capability for
Ashish Vazirani, Managing Principal, High Tech and Telecommunications, ZS Associates
For years, sales and marketing executives have understood the power of value-based selling: the ability to generate business based on customer value, as opposed to relying solely on product features, personal relationships and price. However, companies have found it difficult to implement value-based selling systematically. This session will outline how best-in-class companies—top-performing firms in terms of customer retention, average growth and deal size—have consistently implemented value-based selling practices.
XChange is UBM's largest event of the year, bringing together more than 250 solution provider attendees from the U.S. and Canada to share insights and best practices on the technologies, services, solutions and strategies driving the high-tech industry.
For more conference information and online registration, please visit the UBM website.