Blog

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…

[Infographic] The 6 Steps for Quantifying Economic Value

The forces of globalization and technology have made the marketplace for all goods and services much more competitive. Competing primarily on low price/low cost, even if you have the capability to do so is not a sustainable business strategy. Instead,…

10 Reasons Why Procurement is Negotiating Aggressively

It’s a trend in many B2B industries, growing procurement power and influence. This change in buying behavior can cause a decline in supplier prices and margins. Is the supplier and its sales team simply victims of this trend and the…

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