B2B Value Strategies Blog

May 20, 2015
 
The forces of globalization and technology have made the marketplace for all goods and services much more competitive. Competing primarily on low price/low cost, even if you have the capability to do so is not a sustainable business strategy. Instead, according to the experts (such as Dr. Thomas Nagle, author of Emerging from the Great Recession: 8 Keys to Driving Profits, Growth, and Customer Value), competing on value is really the only viable strategic option. When you build a value model...
April 21, 2015
 
It’s a trend in many B2B industries, growing procurement power and influence. This change in buying behavior can cause a decline in supplier prices and margins. Is the supplier and its sales team simply victims of this trend and the aggressive tactics used by myopic purchasing people? Or is the supplier, through its actions or...
March 24, 2015
 
There is no such thing as a predictable B2B sales cycle.
For B2B sales of complex products and solutions, closing a big deal is like winning the national championship. One loss and you are out. Every game is tougher than the last. And you never know which player will come through in the clutch. Or not…...
March 17, 2015
 
Great content should have great impact. Strong Value Propositions for differentiated products are often terrific content. But the impact of a Value Proposition on sales results frequently depends not just on the content itself, but on how product management and sales management drive adoption.
Don’t get me wrong. Content quality matters. B2B Value Propositions need to be clearly structured in the language of the customer. They should be adaptable to customer specifics and designed based on...
March 03, 2015
 
When a company commits to a value-based strategy an immediate question arises: Where to begin? Deciding where may be so daunting that it can stop the entire initiative before it starts. Or it may lead to a delay (not to mention cost) of hiring an expert to help figure it out.
But hiring an expert may be...

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