B2B Value Strategies Blog

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...
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...

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