Webinar, Michael Skriver and Todd Snelgrove (Experts in Value), July 2026
Decision Quality Meets Value-Based Selling
Todd Snelgrove, co-author of the MIT Sloan Management Review article “Acing Value-Based Sales” (Bertini, Koenigsberg & Snelgrove, 2024), joins Michael Skriver to connect two research threads: FSG’s 7 Virtues framework and the discipline of proving, translating and getting paid for the value a company creates.
The conversation covers why “Clarify and capture value” (Virtue 5) has the strongest direct path to company performance in the FSG/CBS research, Todd’s five-step value-based-selling process (Motivate, Educate, Quantify, Translate, Reward), and the payoff on the table – companies that price for value run up to 24% more profitable than their industry average, with win rates, deal size and margin protection all moving alongside it.
