B2B Value Strategies Blog

July 22, 2014

The notion that implementing a Value-based Pricing strategy is an arduous multi-year process isn’t necessarily accurate. In working with B2B enterprises we find that the process can often times take a matter of months as opposed to years, assuming four key steps are taken...
July 16, 2014

A salesperson in a room full of Global Pricing Directors, Strategic Pricing Managers, Value Analysts and the like, surely feels a little nervous. But in the presence of a sales rep, so should all the pricing professionals. When pricing teams have spent hours with spreadsheets...
July 11, 2014
Until smartphones and mobile devices appeared, the list of Universal Tools was pretty short.  A Swiss army knife was always near the top.  When I was a kid I saved up and bought the only kind of Swiss army knife you could get back then.  It was red with a white cross; it had five tools.  It was handy, compact...
July 10, 2014

Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website.
I’ve had a number of conversations recently with sales leaders facing aggressive buyers and price erosion. Buyers use the typical threat “all these products are the same, it now comes down to price.”...
June 30, 2014
Q: Where can I store additional information or attach supporting documents to my model? 
A: There are two ways to store additional information about a value model: on the individual elements of the value model, and on the value model itself. You can also upload attachments to a value model.
 
On the Start tab in the Value Modeling tool, click the yellow sticky notes icons to enter more information about the offering, customer, and competitor. If a note has already been added, a pencil appears...

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