Value Selling: How Great B2B Organizations Succeed

Value-based selling helps sales fill the pipeline, close more deals and realize better prices. The benefits are clear. So why aren’t companies more effective in implementing value selling?   B2B enterprises commit to selling customer value. They invest time and…

Quantifying Customer Value: How Good Do the Data Have to Be?

The benefits of value-based strategies are clear.1 B2B enterprises win by selling differentiated offerings. They win profitably by realizing prices that reflect the customer value of that differentiation. They win profitably and consistently by understanding and communicating the value of…

Interview with Stephan Liozu, Ph.D.: Pricing Evangelist and Thought-Leader

Stephan Liozu, Ph.D. is a Pricing Evangelist and thought-leader as well as the Founder of Value Innoruption Advisors. He specializes in the design of innovative and differentiated business strategies for B2B firms, and the implementation of value-based pricing strategies. His…

How Value Propositions Can Be Used in Customer Conversations: Deploying an Enterprise B2B Sales Tool

Sales Tools are a hot topic for B2B product and services companies. Trainers recommend them. Sales VPs demand them. Consultants push them. Marketing teams implement them. But do reps use them? Do they “adopt” the tools in the field? And……

Challenges of B2B Sales: How Value Propositions Can Address the 4 C’s

Hitting B2B sales and profitability targets is not getting any easier. As sales cycles lengthen, conversion rates drop and sales teams close unprofitable deals, diagnosing the underlying causes and taking steps to address them is crucial for Sales Management. For…

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