Digital Value Propositions
Create, Communicate and Capture Value
Value Propositions provide key reasons why customers should buy, as well as quantified estimates of what these reasons are worth, giving sales the confidence to negotiate win-win deals.WATCH VIDEO
Price Negotiations: The Key to Success
Join Joanne Smith, President of Price to Profits Consulting, former DuPont Pricing Leader and author of The Price Negotiation Playbook, as she shares practical approaches to improve your sales team’s price negotiation skills.REGISTER
Value Strategies Blog
Exclusive Insights from Industry Experts
The Value Strategies Blog has quickly become a go-to source of information for B2B professionals interested in bringing a collaborative approach of customer value to their organization.SUBSCRIBE
Price vs. Value Management
“A failure to understand value…will result in a disconnect between what product teams are building, what pricing teams are pricing, what marketing is communicating, and what sales teams are selling, leading to fewer profitable sales and poorer financial performance.” – Dr. Thomas NagleREAD MORE
See How LeveragePoint Helped These Clients
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Prior to seeing output of LeveragePoint, and presenting it to two customers, the majority of the C-suite was insisting that we launch this product at the same price as the old product.
I have never felt so confident going into a deal at list price.
Determining the right pricing for some of my new solutions monopolizes my time, especially when we have nothing to compare against in the market. LeveragePoint has shown me how to better analyze the economic impact each solution will make on my clients’ bottom lines, and I usually find that I would have underpriced my solutions without LeveragePoint.
One of my clients notified us that they would be leaving us at the end of their contract. We then put a team together to use LeveragePoint to visually show the client the financial value of their relationship with us. The LeveragePoint discussion in conjunction with consulting services and other relationship rebuilding activities kept this client in our portfolio, and this client has increased their spend with us by over 50%.
All of my Product Managers will complete a LeveragePoint value analysis before releasing their solutions in the market. We just cannot afford not to use LeveragePoint.
Some of our solutions have complex technical functionality which presents significant challenges when meeting with business decision makers. LeveragePoint helps me to quickly develop a presentation to translate technical features into a business case.
Overall we estimate a 2-4% increase in gross margin on all new projects/offers dealt with.
Featured White Paper
Can Your Sales Team Sell Your Solution's Value? Can You?
Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions. Quantified value helps to consider and set prices that capture a meaningful share of the customer value your product creates. A quantitative and financial business case, as part of the B2B buying process, is the rule, not the exception. Sales teams who are not ready to have quantitative or financial conversations with buyers doing the math are unprepared.
Transforming Case Studies Into Digital Value Propositions
Results from B2B organizations adopting value selling demonstrate that using Value Propositions during the sales process achieves 5-15% higher win rates, and 5-25% higher price outcomes. Proving undoubtedly, Value Propositions are powerful sales tools, and value selling delivers results. For that reason, sales tools should be designed to support effective conversations by customer-facing teams. The easiest way to get started is to transform the high-quality, static content that B2B companies are already developing for their salespeople into a digital and interactive tool.
Featured Blog Post
Why Millennials Outsell Traditional Sales Reps: 3 Key Facets of the Digital-age Selling Strategy
There’s nothing that grinds a millennial’s gears more than wasting time. Which explains why we turn our nose up at the traditional sales approach. Cold calling, long presentations, and frequent rejection? Yeah, we’re all set. It’s tempting for managers from previous generations to blame millennials for not having what it takes to hack it in B2B sales, but according to the experts, that thought track is all wrong. In fact, millennials’ aversion to the typical B2B selling strategy is a primary factor in their outperformance.
LeveragePoint for Your Business
Serving B2B Companies Like You
Top B2B companies in the specialty chemical, manufacturing, high technology, healthcare, and software & services industries utilize LeveragePoint to build and execute their value-based strategy.
Deliver higher revenue and margin growth
Demonstrate the value of your differentiation
Increase top-line revenue and qualified opportunities
Drive the value of your products in healthcare
Software & Services
Validate ROI of solutions that reduce risk and increase profit