About the Course
Organizations buy value-based selling and pricing when they need sales outcomes they can defend in revenue reviews, pricing committees, and complex account negotiations. That requires more than persuasive language. It requires you to show pricing logic, customer outcomes, and commercial trade-offs through structured methods such as the Value Proposition Canvas, Jobs-to-be-Done, and Economic Value to the Customer while also being able to explain margin impact, price sensitivity, and buyer decision criteria. In practice, you need to demonstrate capabilities such as value quantification, pricing rationale development, objection handling, deal shaping, and account-level opportunity assessment.
This course turns fragmented sales know-how into a repeatable commercial system. You will practice customer discovery interviews, value map construction, EVC calculations, pricing narrative design, and competitive differentiation using a Blue Ocean Strategy ERRC-style lens. You will also be introduced to broader pricing tactics such as price elasticity analysis, psychological pricing, and pricing audits, while hands-on exercises focus on building usable outputs rather than abstract theory. This course teaches you how to diagnose value, build a pricing case, and communicate it in a way buyers can act on, so you can move from discount-led selling to evidence-led selling.
Commercial teams face real constraints in this field, including procurement pressure, inconsistent discount governance, uneven sales capability, and limited access to clean customer or margin data. The course is designed for professionals who must work within those constraints and still deliver measurable pricing discipline, stronger proposal quality, and more consistent value communication across accounts, sectors, and buying committees.
Target Audience
This value-based selling and pricing training is designed for professionals who already work in commercial roles and now need to justify price with evidence, structure buyer conversations around value, and protect margin in live deals.
- Sales Account Executives responsible for value-led proposal conversations
- Key Account Managers defending margin in renewal and expansion deals
- Pricing Analysts building discount logic and price response guidance
- Revenue Managers aligning pricing moves with account-level profitability
- Commercial Managers reviewing value cases before bid submission
- Sales Directors coaching teams on premium positioning and deal discipline
- Customer Success Managers translating outcomes into expansion opportunities
- Bid and Proposal Managers shaping commercial narratives for tenders
- Product Marketing Managers defining value messages for market-facing offers
- Management Consultants supporting pricing and value communication workshops
Course Objectives
This course equips you to plan, execute, and measure value-based selling and pricing initiatives that improve margin discipline, strengthen buyer confidence, and support more defensible commercial decisions.
- Assess current pricing practices using a pricing audit and value capture checklist.
- Apply the Value Proposition Canvas and Jobs-to-be-Done to buyer discovery conversations.
- Build an Economic Value to the Customer model for a target account.
- Construct a pricing narrative that links outcomes, scope, and commercial terms.
- Evaluate discount requests against margin targets and competitive price benchmarks.
- Navigate procurement objections using value evidence, trade-off language, and pricing guardrails.
- Implement value-based pricing decisions using account scorecards and deal review templates.
- Synthesize findings into a commercial value brief and leadership pricing update.
Requirements & Prerequisites
Participants should have working knowledge of sales conversations, account management, or commercial offer development. Familiarity with basic pricing concepts, revenue targets, or customer discovery will help, but no coding or statistical background is required. Access to recent proposals, rate cards, discount records, customer case notes, or win-loss feedback will improve the workshop exercises.
Local Application and Business Return
How participants can apply the training in local operating conditions, and the return their organisation can plan for.
How participants apply this
Expected ROI
Training Methodology
This is a practical, outcome-driven course designed to turn value-based selling and pricing aspiration into measurable action and credible reporting.
Methodology includes:
- Calculate Economic Value to the Customer from a real account worksheet.
- Simulate a procurement negotiation with price pressure and concession limits.
- Run a pricing audit using a discount governance checklist and margin review.
- Map stakeholder influence across sales, finance, procurement, and customer decision makers.
- Analyze case patterns from SaaS, professional services, manufacturing, and B2B distribution.
- Build a value-based proposal narrative under time and margin constraints.
- Reflect against pricing benchmarks and win-loss evidence to challenge current assumptions.
Upcoming Sessions
Next available dates worldwide
Certification
Recognized credentials that advance your career
Participants who complete the Value-Based Selling and Pricing Training Program earn a Trainingcred Certificate of Achievement, demonstrating professional competence and alignment with global standards in learning and development.
NITA Accredited
Accredited by the National Industrial Training Authority, ensuring programs meet nationally recognized standards of quality and relevance.
CPD Certified
Recognized by the CPD Certification Service, ensuring every program meets internationally benchmarked standards of professional excellence.
Why this course earns its place on your CV
Accredited training, practitioner trainers, and peers on the same career track — the three things real expertise is built on.
Effective Learning & Skill Development
- Build expertise with structured, outcome-driven learning.
- Equip individuals and teams with skills that grow with industry needs.
- Reinforce learning through real-world scenarios, case studies and practical exercises.
Career Growth & Professional Advancement
- Apply what you learn with a proven methodology that ensures lasting impact.
- Develop immediately usable skills that translate directly into workplace success.
- Gain the expertise needed for career advancement and leadership roles.
Training Optimization & Learning Excellence
- Tailor training to industry-specific challenges and organizational goals.
- Use data-driven insights and automation to enhance training effectiveness.
- Evaluate progress and ensure long-term learning success.
Tools and platforms relevant to this field
Examples Uruguay teams may encounter, and that may be featured in training where they support the confirmed course scope.
These are field-relevant examples, not a promise that every tool will be covered. Exact coverage depends on the confirmed course scope, participant needs, and delivery format.
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Salesforce Sales Cloud SalesforceUsed to manage account plans, opportunity data, and pipeline stages so value-based pricing conversations can be tracked and repeated consistently.
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Microsoft Dynamics 365 Sales MicrosoftUsed to connect customer history, forecasting, and commercial workflows, supporting deal-level pricing discipline and proposal preparation.
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Power BI MicrosoftUsed to build value scorecards, pricing dashboards, and margin analysis that help teams evidence the business case for premium pricing.
