Resources

Competitive Intelligence to Inform your Customer Value Models

Tuesday | February 19, 2019 | 11AM – 12PM Deploying value-based strategies and modeling customer value requires a deep knowledge of competitors. Because customer value is relative to other market players, it is important to gather ongoing intelligence about competitors’…

[Quiz] Putting a Value Tag on Your Product

As Warren Buffett said, “Price is what you pay. Value is what you get.” The price of something usually does not equal the value of something. As customers, we over-pay and under-pay for stuff all the time. It’s imperative for…

[Interactive Infographic] 4 Key Ingredients for Improving B2B Sales

It should be simple. Sales professionals are paid based on results. Value selling improves results. CRM data from B2B organizations adopting value selling show that opportunities where a Value Proposition is used have 5-15% higher win rates and 5-25% higher…

[Quiz] How & Where to Start Value Selling

CRM data from organizations adopting value selling show that opportunities where a Value Proposition is used (1) have 5-15% higher win rates, and (2) 5-25% higher price outcomes. This is reason enough to invest the time and bandwidth to provide…

Tool Release Notes: December 2018

December 2018 Release Notes New for this release: PowerPoint Export of Value Maps is now available. Note: this first release does not have all the features of the online map, specifically no FMV line or Display Groups. New Table page…

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