bLOG

HomeBlog

Did You Just Lose a Deal on Price? Actionable Steps for B2B Sales to Overcome the Status Quo

Global R&D spend has tripled in real terms over the past 30 years, reaching $2.5t in 2022, with hardware technology, healthcare, and software the largest drivers by vertical.  Despite this ...

Value Quantification in Innovation: Boost the Profitability of New B2B Products and Services Q&A

For our April Webinar, Todd Snelgrove, Fractional VP of Sales, Powered by Sales Xceleration and the Founding Partner at Experts in Value, shared actionable strategies and real-life examples of ...

Did You Just Lose a Deal on Price? Key Elements of a B2B Win-Loss Analysis

Losing deals is a fact of life in B2B sales - even for top performers. According to a recent Hubspot report, the average close rate across industries hovers around 20%. Even as the best reps ...

Perceptions vs. Reality: Understanding and Communicating Customer Value to Boost Revenue Q&A

For our March Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, explored differences between perceived and actual B2B value, ways buyers weigh inherent value alongside value ...

Pricing Strategies During Economic Transitions Q&A Part 2

For our February Webinar, Joanne Smith, President at Price to Profits Consulting, shared actionable pricing strategies for periods of economic transition and uncertainty, best practices in ...

Pricing Strategies During Economic Transitions Q&A Part 1

For our February Webinar, Joanne Smith, President at Price to Profits Consulting, shared actionable pricing strategies for periods of economic transition and uncertainty, best practices in ...

Emerging from Reductions-in-Force: Building B2B Sales Resilience Through Value Selling

As the global economy began to emerge from the pandemic, uncertainty became the dominant theme driving B2B decision-making. CEOs and other business leaders looking to navigate this business ...

The Art of Value Discovery & Value Conversations Q&A

For our January Webinar, Stephan Liozu, PhD, Founder at Value Innoruption Advisors, shared the secrets to great value discovery sessions and deep value conversations that feed the continuous ...

Values Marketing vs. Value-Based Marketing Part 3: Creating Value Propositions that Resonate with Purchasing Committees

Value marketing and values marketing are two distinct, yet oft-conflated terms. Previously, we explored the basic concepts of value-based and values marketing, as well as three distinct ways in ...

Values Marketing vs. Value-Based Marketing Part 2: How Is Values Marketing Relevant in B2B?

In the first entry of this series, we explored the general differences between value-based and values marketing. Marketing to B2B differs from B2C across many dimensions –foremost being that ...

Blog Signup

Subscribe to the Value Strategies Blog today