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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…

Product Management & Marketing Strategy: Limitations and Pitfalls in Value Mapping

Value Maps provide a useful framework that helps visualize a product’s positioning in the market.  A Value Map is a two dimensional graph that displays product prices on the y-axis and shows product weighted value scores on the x-axis. The…

Using Value Maps: Insights that Guide Product Management & Marketing Strategy

Value Maps provide a useful framework that helps visualize a product’s positioning in the market.  In our last blog, we reviewed the reasons to engage in value mapping, discussed questions and perspectives that get Product Management teams started and reviewed some best…

What is Our Product’s Positioning? Where Are We Headed? Navigate Product Strategy with Value Maps

Physical navigation has come a long way in 500+ years.  Instead of envisioning the edge of the world, the disembodied voice on our iPhone saves us from traffic, telling us to turn left at the next intersection. The technology of…

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