For our April Webinar, Bob Apollo, Chief Outcomes Officer at Inflexion-Point, shared the key components of a winning message that incorporates outcomes delivered into a compelling narrative that convinces the buying audience to change. After ...
For our March Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, explored how every B2B company can utilize segmentation, packaging, and pricing metrics to capitalize on their innovative offerings and improve profitability. ...
For our March Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, explored how every B2B company can utilize segmentation, packaging, and pricing metrics to capitalize on their innovative offerings and improve profitability. ...
For our January Webinar, Joanne Smith, President at Price to Profits Consulting, explored pricing strategies that both help sustain profitability and bolster the confidence of sales in defending value-based prices during recessionary and ...
For our January Webinar, Joanne Smith, President at Price to Profits Consulting, explored pricing strategies that both help sustain profitability and bolster the confidence of sales in defending value-based prices during recessionary and ...
The sales process is the make-or-break point of every B2B value management initiative. While poor or inconsistent value strategies in the innovation, pricing, and product management processes can be a drag on B2B commercial performance, even ...
BIG IDEA:
Review your value proposition to ensure your value proposition remains robust in an inflationary environment.
In the last 18 months, inflation has risen to levels unknown in the previous decade. Between 2013 and the first ...
Value selling is the engine that enables B2B enterprises to capture the profit impact of their customer value initiatives. In our last blog post, we explored when in the commercialization process B2B companies embed value. To realize the impact ...
Leading B2B enterprises embed customer value early and often in their new product development, pricing, and product management processes. But why is it so critical that they incorporate value from the beginning? By not only identifying, but ...
When putting together the inaugural LeveragePoint State of Value Survey, we hoped to understand how a range of B2B professionals define and assess foundational aspects of their value management programs. In this blog we will focus on two broad ...
