Pricing & Selling Packaged B2B Solutions – Part 5: Fusion vs Fission: To Bundle or Not to Bundle

Fusion is more powerful than fission. H-bombs are more destructive than A-bombs.  Yet fusion-based power is still many years and hundreds of billions of dollars away from commercial reality, even though fission-based electricity peaked a decade ago.  Neither smashing atoms…

Best Practices for Accelerating Your Value Strategy Q&A

For our October Webinar, Stephan Liozu shared best practices for accelerating value strategy deployment and overall value transformations.  To conclude the webinar, he answered some questions from the audience. Here are his live answers: Can you give some best practice…

Pricing & Selling Packaged B2B Solutions – Part 4: Product & Service Bundles to Change Price Metrics and Realize Cost Synergies

Picture a company with an array of complex products including equipment, instruments, consumables, and/or disposables.  These products are used in specific applications: surgery, agriculture, animal health, food production, lab testing, construction, or manufacturing materials or components for their customers’ production. …

Do Your Reps Convey Your Solution’s Value? Maximize Your Marketing Research Spend Q&A

For our September Webinar, Brian Hannon shared ways to get the most of your marketing research spend by using it throughout your sales process.  To conclude the webinar, he answered some questions from the audience. Here are his live answers:…

Pricing & Selling Packaged B2B Solutions – Part 3: Product & Service Bundles to Segment Pricing and Realize Buyer Synergies

Picture the marriage of two large enterprises. Each one brings an array of B2B products and services sold to the same customers.  The starting point for post-merger integration consists of two groups of product managers, two sales teams, two service…

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