bLOG

Design to Value: Creating Value Propositions to Communicate, Sell, and Grow Q&A

For our October Webinar, Michel van den Berge, AVP Marketing at Agilent Technologies, explored the process and technology behind Agilent’s Design to Value initiative that resulted in better decision-making in the stage gate process, a ...

Outcome-Based Pricing: Managing Risk Through Customer Value Q&A

For our September Webinar, Timothy Matanovich, Chief Enlightenment Officer at Value and Pricing Secrets, explored the key factors that impact the successful implementation of outcome-based pricing strategies. After the session, he answered ...

Outcome-Centric Value Stories for B2B Sales: Making a Compelling Case for Change Q&A

For our August Webinar, Bob Apollo, Chief Outcomes Officer at Inflexion-Point, explored ways to make a rational and emotional case for change through value and outcome-based selling. After the session, he answered questions from the webinar ...

B2B Value Conversations: A Roadmap for Accelerating Your Sales Velocity Q&A Part 1

For our July Webinar, Brian Hannon, VP of Sales at LeveragePoint, explored the multiple positive impacts that result from strong B2B value conversations, including milestones during the customer journey, that enable B2B organizations to grow ...

Understand and Sell Your Value: Keys to a Successful Value Management Program Q&A Part 2

For our June Webinar, Todd Snelgrove, Founding Partner at Experts in Value, shared the keys to implementing a successful Value Management program, drawing from over 20 years of global value selling and commercial excellence experience. After ...

Understand and Sell Your Value: Keys to a Successful Value Management Program Q&A

For our June Webinar, Todd Snelgrove, Founding Partner at Experts in Value, shared the keys to implementing a successful Value Management program, drawing from over 20 years of global value selling and commercial excellence experience. At the ...

Disruption, Commodity Products and Value Offerings: Post-Pandemic Value Propositions, Account Management and Pricing

Disruption is ambiguous. Sometimes it’s good. Sometimes it’s not. Disruptive technologies improve our health and well-being. Disruptive business models revolutionize markets, create fortunes, and drive economic growth. Disruptive behavior ...

Overcoming Price Pressure: A 5-Step Process for Successful Sales Negotiations Q&A

For our April Webinar, Joanne Smith, President at Price to Profits Consulting, explored a 5-step process for embedding pricing confidence in B2B sales teams. At the end of the session, she answered questions from the audience. In this blog, we ...

Introducing Our New LeveragePoint Website

In the world of B2B marketing and sales, a hyperfocus on the customer has been one of the predominant trends in the past 5-10 years. During this time, B2B software companies have stood up entire customer success teams with a dedicated focus ...

Six Steps to Optimal Innovation Pricing: Understand and Sell Customer Value Q&A

For our March Webinar, Nimit Mehta, Associate Partner at Bain & Company, shared a pragmatic 6-step approach for arriving at an effective Value Pricing strategy for innovation. At the end of the session, he answered questions from the ...

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