Value-Based Selling in the Age of AI ft. Marianne Portmann
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Value-Based Selling in the Age of AI ft. Marianne Portmann
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What does it take to move B2B sales beyond price conversations and toward real customer value?
In this episode of the eLearning Champion Podcast, Marianne Portmann — Chief Marketing Officer and Chief Sales Officer at IGP Powder Coatings — shares how modern sales teams can build trust, strengthen commercial capability, and use AI to become more consultative and customer-centric.
From value-based selling and role-specific sales training to AI-powered coaching simulations, this conversation explores how commercial leaders can align strategy, learning, and technology to drive smarter growth in complex industries.
Tune in to discover:
• Why price-first selling weakens long-term customer relationships
• How consultative sales conversations create competitive advantage
• What effective “license to sell” training looks like
• How AI is transforming sales practice and feedback
• Why sales training should be treated as a business initiative — not a support function
A must-listen for sales leaders, L&D professionals, enablement teams, and anyone navigating the future of B2B selling.