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2022 State of Value Management: How Are B2B Teams Embedding Value in Sales?

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 ...

Value Matters in Times of Inflation and Uncertainty

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 ...

2022 State of Value Management: When is Value Being Utilized Across the Buyer’s Journey?

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 ...

2022 State of Value Management: When is Value Being Incorporated in the Commercial Delivery Process?

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 ...

2022 State of Value Management: What is Value Management? How Successful Are We?

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 ...

2022 State of Value Management: 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 ...

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