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 ...
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 ...
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 ...
End of Year Blog Roundup: Our Favorite Posts of 2019
To conclude 2019, we look back to some of our favorite blog posts of the past year. Over the past year, we have written about topics as diverse as ways to implement value into product ...
2019 Content Roundup: Our Favorite Whitepapers, Videos and Webinars of 2019
As the year (and the decade) come to a close in the coming weeks, we look back to some of our favorite whitepapers, videos, and webinars from the past year. Since January, we have explored ...
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 ...
Jumpstart Value Selling by Using Existing Data
Value Selling is a proven way for B2B companies to increase win rates and improve profitability. Despite this, most companies don’t realize these benefits. Why is that? Why don't most ...
How Customer Centric is Your B2B Commercial Team? A Focused, Digital Approach for the 20’s
If hearing “the 20’s” conjures up visions of gangsters, gender rights, and low-cost wireless entertainment, then maybe your head is in the wrong century.
Then again, maybe not.
In ...
Pricing & Selling Packaged B2B Solutions – Part 5: Fusion vs Fission: To Bundle or Not to Bundle
Fusion is more powerful than fission. H-bombs are more destructive than A-bombs. Yet fusion-based power is still many years and hundreds of billions of dollars away from commercial reality, ...
Best Practices for Accelerating Your Value Strategy Q&A
For our October Webinar, Stephan Liozu shared best practices for accelerating value strategy deployment and overall value transformations. To conclude the webinar, he answered some questions ...
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