B2B Value Strategies Blog

August 25, 2015
 
A lot of us spend June to August waiting for football. As summer fades, as school starts, we anticipate spending our leisure time with greater focus and greater intensity. Those of us who were born shy look forward to having more to say around the water cooler.
For B2B product managers, the first kickoff signals a change in...
August 11, 2015
 
A long, long time ago there was a television commercial for dish washing detergent (so long ago, that you used it in a sink not a dishwasher). It showed a head-to-head comparison between a premium dish-washing liquid versus a "bargain" brand. Even to this day, I still think it’s one of the very best demonstrations of customer value ever created for B2C and...
July 21, 2015
 
Value-based selling helps sales fill the pipeline, close more deals and realize better prices. The benefits are clear.
So why aren’t companies more effective in implementing value selling?

B2B enterprises commit to selling customer value. They invest time and consulting dollars in quantifying and building Value Propositions. They come up with marketing collateral in support. They...
July 15, 2015
 
The benefits of value-based strategies are clear.1 B2B enterprises win by selling differentiated offerings. They win profitably by realizing prices that reflect the customer value of that differentiation. They win profitably and consistently by understanding and communicating the value of their offerings to their customers....
July 06, 2015
Stephan Liozu, Ph.D. is a Pricing Evangelist and thought-leader as well as the Founder of Value Innoruption Advisors. He specializes in the design of innovative and differentiated business strategies for B2B firms, and the implementation of value-based pricing strategies. His acclaimed...

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