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Enhance Your Sales Performance by Selling Value Q&A

For our January Webinar, Tim Smith, PhD shared strategies for incorporating value into your sales process with strategy and tools. To conclude the webinar, he answered some questions from the audience. Here are his live answers: How do you assess…

Improve B2B Commercial Decisions. Navigate Your Customer’s Journey to Value with Strong Adoption Programs.

Welcome to the age of buyer empowerment.  In embracing the aim of enabling B2B buyers, we naturally position the customer’s journey as a pivot point for our business plans and decisions.  The Knowledge@Wharton network features a Dell-sponsored article with a…

Realize Value from Product & Service Bundles Q&A

For our November Webinar, Peyton Marshall shared strategies for designing packaged product and service offerings based on customer value. To conclude the webinar, he answered some questions from the audience. Here are his live answers: Where do you start when…

What Do Your Existing Products Deliver to Your Customers? Five Disciplines to Embed Value Management in Product Management

Two of the Five Hot Jobs for MBA Graduates, according to U.S. News & World Report are “Product Manager” and “Product marketing manager and brand marketing manager.”[1] McKinsey recently highlighted the product management talent dilemma.  Strategy + Business has pointed to…

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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