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Takeaways from Professional Pricing Society Spring 2019 Conference

Having joined the LeveragePoint team this January, I was really looking forward to attending the 30th Annual Professional Pricing Society Spring Conference in Atlanta. I’ve attended dozens of conferences in my career, but as someone new to this industry, I…

8 Pitfalls of Value Based Pricing: Part 1 Q&A

For our April Webinar, Joanne Smith, President of Price to Profits Consulting, discussed the 8 common pitfalls that she sees numerous B2B companies fall into as they begin their Value Based pricing journeys. To conclude the webinar, she answered some…

Transcend Value Calculators: 6 Ways Value Propositions Change the Sales Process

Emergency Value Selling.  B2B value selling often gets started as firefighting.  At a critical moment late in a sales or renewal process, the alarm goes off.  An analytical person on the commercial team, perhaps a product manager or a presales…

Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients

The internet has changed the fundamentals of B2B sales.  The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing content is inadequate. If answering product…

Value Maps for Product Management: Understand Your Differentiation and Competitive Positioning Q&A

For our March Webinar, Peyton Marshall, CEO of LeveragePoint and Ed Arnold, VP of Product at LeveragePoint discussed the ways that Value Maps provide a simple framework that help teams understand their product’s differentiation and competitive positioning, and reviewed how to use…

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