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5 Key Lessons for Implementing Value Selling

“All the vendors’ solutions are roughly the same, it now comes down to price.” For suppliers, hearing this from customers is usually a sign of trouble. In B2B markets, it could simply be a negotiation ploy. Often it is a…

Partner Post: Collaboration between Innovation and Pricing Teams: Insights from the 2013 State of Value-based Pricing Survey

In the age of greater focus on innovation and customer value, one of the questions that remains unanswered is how much collaboration is required between the innovation and the pricing teams to achieve greater pricing power for innovative products and…

Partner Post: Price Negotiations – Remember Loose Lips Sink Ships

By Chris Provines, CEO, Value Vantage Partners Editor’s Note: This post originally appeared on Chris Provines’ blog. For more information on Chris, please visit his website. “Loose Lips Sink Ships” is a phrase that originated on propaganda posters during World…

Sales tool that empowers corporate vision

Simplifying the Creation of Value Drivers

In B2B markets, value drivers are the basic building blocks of any value model, value story, or value proposition. Yet crafting a good value driver is often the most difficult part of the process. But it doesn’t have to be so…

Partner Blog: Med Tech: The Threat of Price and Value Transparency – Part II

By Chris Provines, CEO, Value Vantage Partners Editor’s Note: This post originally appeared on Chris Provines’ blog. For more information on Chris, please visit his website. There are a number of forces converging that make price and value transparency a…

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