ON-DEMAND WEBINAR
Value-Based Selling for Manufacturers: Breaking the Price-First Mindset
Margin pressure is intense and commoditization is accelerating for today’s manufacturers—leaving many sales teams stuck in a race to the bottom on price.
When customers say, “I can get it cheaper down the street,” too many sellers have no response beyond, “Let me see if I can do better.”
This webinar is designed for manufacturing sales leaders who are ready to break the price-match cycle.
We explore how to shift your team from price-focused selling to a value-based conversation that resonates at every level of the customer’s organization—even with technical buyers who default to cost comparisons.
If your team is struggling to defend margin, communicate value, or stand out in a crowded market, this session will give you the strategy and tools to compete—and win—on more than price.
What You’ll Learn:
How to present overlooked advantages that differentiate the value of your offering
How to sharpen value propositions and coach sellers to handle price objections with confidence
How AI can be a powerful tool—not a replacement—for critical thinking in your sales team’s value creation
Webinar Speakers
Spencer Wixom
Spencer Wixom leads organizations to deliver transformational performance improvement in their client’s sales teams.
Curt Tueffert
VP of Sales Development
DXP
Curt has spent 20 years working at DXP, a $1.5B industrial distributor as their VP of Sales Development, responsible for creating and delivering cutting-edge sales training to over 250 outside salespeople, 230 inside sales representatives, and over 30 sales managers. He is an adjunct university professor, teaching sales and marketing at the undergraduate and graduate level for over 20 years. His passion for communicating complex ideas in simple ways has allowed him to be rated as one of the top professors at the University of Houston.
Webinar Resource
Value-Base Selling for Manufacturers
Too many manufacturing sales organizations are anchored to product-centric selling in a market that demands business-centric, customer-centric conversations.
If your sellers lead with product features and try to win on price, they face margin pressure, discounting, and commoditization. This is why consultative selling in manufacturing is no longer optional—it’s foundational.
Download your copy of Value-Based Selling for Manufacturers to find out how to shift your sales team from selling products to solving customer problems.