B2B Value Strategies Blog

January 27, 2016
 
Last September we were fortunate to have Ingo Hennecke, Global Pricing Manager at Bayer CropScience share his story of how to execute a value strategy in a competitive, global market. Bayer CropScience is a large global organization that operates in over 120 countries with over 23,000 employees and nearly €9.5 billion in revenue (2014). The lessons here are...
January 20, 2016
 
Last September we were fortunate to have Ingo Hennecke, Global Pricing Manager at Bayer CropScience share his story of how to execute a value strategy in a competitive, global market. Bayer CropScience is a large global organization that operates in over 120 countries with over 23,000 employees and nearly €9.5 billion in...
December 15, 2015
 
If you’re in the pricing world you know the power of good value pricing: quantifying your value and using this in your sales collateral. At times, this is easier said than done. Having confidence that you accurately understand your total value can be a struggle. But what if your company has customer insights from your customer loyalty data; can you tap into this data to help enhance your value pricing? You bet you can!
Customer loyalty data can be a rich on-going, and often untapped, source...
November 24, 2015
 
Presales support has become a critical resource for technically complex B2B enterprise sales. As part of customer facing and inside sales teams, presales specialists inject technical and implementation expertise directly into customer dialogues. Great presales professionals understand the technical dimensions of their solutions, communicate how other customers use their solutions successfully and anticipate an account’s opportunities and challenges in a successful purchase.
The presales role...
November 10, 2015
 
My previous blog post, 5 Value Charts that Make an Awesome First Impression, generated enough interest in the value community to deserve a follow-up. This time I want to illustrate a specific example of how to prepare different kinds of value charts.
I’ll use a simple example of dish washing liquid detergent, where we want to...

Pages