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…

How Value Propositions Can Be Used in Customer Conversations: Deploying an Enterprise B2B Sales Tool

Sales Tools are a hot topic for B2B product and services companies. Trainers recommend them. Sales VPs demand them. Consultants push them. Marketing teams implement them. But do reps use them? Do they “adopt” the tools in the field? And……

Challenges of B2B Sales: How Value Propositions Can Address the 4 C’s

Hitting B2B sales and profitability targets is not getting any easier. As sales cycles lengthen, conversion rates drop and sales teams close unprofitable deals, diagnosing the underlying causes and taking steps to address them is crucial for Sales Management. For…

March Madness, Year-Round: 4 Fast Ways that Value Propositions Improve Sales

There is no such thing as a predictable B2B sales cycle.For B2B sales of complex products and solutions, closing a big deal is like winning the national championship. One loss and you are out. Every game is tougher than the…

Successful B2B Value Propositions – 4 Keys to Sales Adoption

Great content should have great impact. Strong Value Propositions for differentiated products are often terrific content. But the impact of a Value Proposition on sales results frequently depends not just on the content itself, but on how product management and…

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