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Talks, Keynotes & Interviews

Videos

Watch Todd Snelgrove and subject matter experts discuss value selling, Total Profit Added™, value-based pricing, and how to get procurement to want and be able to pay for value.

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World Commerce and Contracting — If You Are Negotiating Price, You're Probably Doing It Wrong

World Commerce and Contracting — If You Are Negotiating Price, You're Probably Doing It Wrong

In this session Todd Snelgrove challenges the dangerous habit of reducing negotiation to a price discussion. The best negotiators do not just negotiate price — they negotiate the full value equation. Attendees leave with a practical way to identify value beyond price, a stronger understanding of how multiple variables can change the economics of a deal, and a sharper approach to building agreements where both sides can gain more without simply giving more away.

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Unpacking Best Value: Understanding and Embracing Value-Based Approaches for Procurement for Governments sponsored by Public Spend Forum

Unpacking Best Value: Understanding and Embracing Value-Based Approaches for Procurement for Governments sponsored by Public Spend Forum

Todd Snelgrove explores how government procurement can move beyond lowest-price thinking to embrace value-based approaches — sponsored by Public Spend Forum.

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The Power of Quantifying Value in Pricing Strategies

The Power of Quantifying Value in Pricing Strategies

Todd Snelgrove on why quantifying value is the foundation of any successful pricing strategy — and how companies can move beyond cost-plus to capture the true worth of what they deliver.

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Todd Snelgrove Experts In Value 2018 KeyNote — 30 Minutes

Todd Snelgrove Experts In Value 2018 KeyNote — 30 Minutes

Best practices for selling and pricing based on quantified value when dealing with the economic buyer who might be focused on price.

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Explaining Value — How to Get the Economic Buyer to Want and Pay for Value

Explaining Value — How to Get the Economic Buyer to Want and Pay for Value

A short video with slides discussing how to get the economic buyer to want and be able to pay for value. Covers the Price vs. Cost distinction and the Curse of Knowledge.

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Total Profit Added™ — Why Can't My Sales Team Sell Our Value?

Total Profit Added™ — Why Can't My Sales Team Sell Our Value?

Is your company stuck discounting to maintain and gain new business? Learn why — and how to create, calculate, and communicate value effectively to procurement.

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Total Profit Added™ — The Only Way for a Company to Be Sustainably More Profitable

Total Profit Added™ — The Only Way for a Company to Be Sustainably More Profitable

Companies that buy on Total Profit Added are 36% more profitable; companies that sell this way are 35% more profitable. It is not a zero-sum game.

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Snipets of "Get Paid for the Value You Create" by Todd Snelgrove

Snipets of "Get Paid for the Value You Create" by Todd Snelgrove

Demonstrating and documenting your value so procurement is able and willing to pay for it.

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Snelgrove Power of "So What"

Snelgrove Power of "So What"

Best-in-class value experts share the importance of understanding and creating customer value — and why the "So What?" question is the key to communicating it.

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The Power of So What

The Power of So What

Discussing best practices of value management and how asking "So What?" forces clarity in every value conversation.

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Huthwaite Winning with Procurement — Todd Snelgrove

Huthwaite Winning with Procurement — Todd Snelgrove

Helping companies buy based on best value requires sales to do the homework to demonstrate and calculate the value their offering provides.

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Huthwaite International Winning with Procurement — Highlights

Huthwaite International Winning with Procurement — Highlights

Highlights of Huthwaite International's one-day conference bringing together the buy side and sell side to discuss how to realize best value for both parties.

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Value for Suppliers — Todd Snelgrove

Value for Suppliers — Todd Snelgrove

Critical success practices for buying and selling on value. What suppliers need to do to make procurement able and willing to pay for value.

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Why It Is Important to Buy on Value — Todd Snelgrove

Why It Is Important to Buy on Value — Todd Snelgrove

Key learnings from a 15-year journey of selling value and getting procurement to want to buy based on value rather than lowest price.

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Blue Sky — Todd Snelgrove, Experts In Value

Blue Sky — Todd Snelgrove, Experts In Value

Key takeaways when trying to drive a value selling, value pricing, and value-creating culture within your company.

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IMD — Why Did You Develop a Program to Quantify Value?

IMD — Why Did You Develop a Program to Quantify Value?

IMD Business School Prof. Kamran Kashani and Todd Snelgrove discuss the Case Award for Value Quantification tool, process, and sales strategy.

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Create Value Together — Future Sales Global

Create Value Together — Future Sales Global

Future Sales Global helps B2B leaders remove barriers to growth through a cross-functional commercial diagnostic that benchmarks commercial performance and creates actionable execution plans.

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