B2B Value Strategies Blog

June 29, 2015
I’ll bet you a doughnut that if you were to ask business people what their biggest challenge to quantifying the value of their solution, most would say “data”. Data: meaning a lack of customer research or competitive intelligence. In fact, we’ve seen managers delay strategically important value initiatives until they spent enough time gathering data. I shudder to think how...
June 22, 2015

Sales Tools are a hot topic for B2B product and services companies.
Trainers recommend them. Sales VPs demand them. Consultants push them. Marketing teams implement them.
But do reps use them? Do...
June 17, 2015
Recently I got asked this question by a pricing manager at a major electronics manufacturer:
“Hi Ed, Do you know of any articles, experiences around Value models for services? Hard to differentiate as most companies offer the same kind of services, at least on paper. The difference is often in the execution.”
Because we get this question often, I want to share my reply:
Your question about value pricing for services is a good one. It is an issue that comes up frequently, either in the form of...
June 04, 2015

Hitting B2B sales and profitability targets is not getting any easier. 
As sales cycles lengthen, conversion rates drop and sales teams close unprofitable deals, diagnosing the underlying causes and taking steps to address them is crucial for Sales...
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...