Value Pricing is a pricing methodology centered on setting prices based on customer value delivered, as perceived by the buyer. Leading global B2B organizations deploy Value-Based Pricing strategies to capture the customer value of their offering.
A Value Proposition is customer-facing content that conveys the value of your offering relative to a customer’s reference point. By focusing on customer outcomes, sales will have a better understanding of the customer’s challenges and objectives.
A sales practice centered on having high quality customer conversations about the economic impact of your offering. Value selling goes beyond features and benefits to engaging the customer in a discussion of how your solution improves their outcomes.