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Picking Where to Begin Your B2B Value-Based Strategy

When a company commits to a value-based strategy an immediate question arises: Where to begin? Deciding where may be so daunting that it can stop the entire initiative before it starts. Or it may lead to a delay (not to…

Embedding Customer Value in Your B2B Enterprise: Transcending the Revenge of the Nerds

“Customer Value” is a hot topic. If you Google it, you get 119 million hits. That compares to 52.7 million hits for “Lead Generation” and 15.4 million for “B2B Sales.” Yet when you try to find someone who understands Customer…

man and woman holding hands

Customer Preference: Knowledge & Expertise – Using Customer Value and Speed to Build Trust with Buyers

We all operate in competitive marketplaces where there’s been an influx in competitors – you could be competing against two, three, four, five, six competitors on every deal. At the end of the day, customers get information overload and look…

5 Easy New Year’s Resolutions that Improve Value

New Year’s resolutions are commitments to do more of the good things that benefit our long-term goals. Be it living healthier or expanding our minds, we know it all comes down to simply making a conscious effort to make more…

A Little Negotiation Mistake That’s Costing You Sales and Margin

I’ve had a number of conversations recently with sales leaders facing aggressive buyers, purchasing games, and price erosion. For incumbent suppliers, buyers use the typical threat “all these products are the same, it now comes down to price.” This is…

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