B2B Value Strategies Blog

December 03, 2014
 
In a recent Forrester Research study of more than 400 U.S. executive buyers, only 19% of those surveyed felt their meetings with salespeople were valuable and lived up to expectations. As sales professionals, we certainly would take issue with this statistic as our sales reps tell us more than 50%...
December 01, 2014
This month’s release provides a major upgrade that guides users to build better value models, as well as remove a key stumbling block for those who are building models for the first time. Because of the magnitude of this change, it will be rolled out in two phases (November and December) and made available to existing customers by request. 
 
The specific functionality enhancements of this release are:
 
• Redesigned “Start” tab with new a “Customer Unit” field
• New “Units & Prices” tab...
November 25, 2014
I’ve had a number of conversations recently with sales leaders facing aggressive buyers, purchasing games, and price erosion. For incumbent suppliers, buyers use the typical threat “all these products are the same, it now comes down to price.”
 
This is a...
November 18, 2014

The critical step of defining a unit of measure can be easily overlooked when determining your product’s value versus alternatives. A best practice is to choose an important customer key performance metric (KPI) that is relevant when comparing your product’s advantages versus a...
November 13, 2014
The power and impact of pricing on the bottom line cannot be denied nor ignored. There exists a large body of academic and practitioner research demonstrating the positive impact that pricing can have on firms’ gross margins and also on bottom line profits. Pricing is actually considered by lots of...

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