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State of Value Management 2022: An Overview

In this period of rising prices and increased competition, B2B organizations must be able to demonstrate the differentiated value of their offerings more than ever. But how effectively are these companies integrating value-based best-practices ...

Value From a Chief Procurement Officer’s Perspective Q&A

For our September Webinar, Todd Snelgrove, Founding Partner at Experts in Value, explored best practices for engaging procurement as part of a buying decision in order to persuade them to pay for the value your solution provides. After the ...

Selling Value: Winning Strategies Across The Buyer’s Value Discovery Journey Q&A Part 2

For our July Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, shared insights into the buyer’s value discovery journey and how winning B2B sales organization use this to customize their sales approach in a way that buyers ...

Selling Value: Winning Strategies Across The Buyer’s Value Discovery Journey Q&A

For our July Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, shared insights into the buyer’s value discovery journey and how winning B2B sales organization use this to customize their sales approach in a way that buyers ...

Establishing a Value-Centric Culture In Your B2B Sales Organization Q&A

For our June Webinar, Bob Apollo, Founder and Chief Outcomes Officer at Inflexion-Point, shared his guidelines for creating sales cultures that reflect customer- and outcome-centric values. After the session, he answered questions from the ...

Modern Value Management Best Practices: Quantify and Sell the Value You Create Q&A

For our March Webinar, Todd Snelgrove, Founding Partner at Experts in Value, shared the latest insights in quantifying value in services, the evolution of procurement towards value, and new pricing methods and models that align buyers and ...

Pricing Strategies for Today’s Supply Chain Challenges Q&A

For our February Webinar, Joanne Smith, CEO at Price to Profits Consulting, explored strategies for navigating today's supply chain challenges by executing price and policy changes without hurting your long-term customer relationships or ...

Pandemic Cost Shocks and Pricing Q&A

For our January Webinar, Tim J. Smith, Ph.D., CEO at Wiglaf Pricing, shared case studies from a dozen leading enterprises, exploring the pricing actions they have taken in the past year and ways they used customer value, differentiation, and ...

2021 Content Roundup: Our Favorite Videos, Case Studies, Webinars, and Blogs

As we wind down the final days of 2021, we look back to some of our favorite videos, case studies, webinars, and blogs from the past year. Over the past twelve months, we explored ways that B2B companies are achieving commercial success through ...

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 ...

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