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Identifying Your Value in Your Customer’s Supply Chain

Read this if your product is sold to OEMs or through distribution channels! We’ve written many a blog post about customer value quantification: namely the virtues, the challenges, and most importantly the how-to-do-its. So if you are ...

Selling to the C-Suite: 7 Pitfalls to Avoid

Any C-suite meeting for B2B sales teams is an important event. It represents that rare opportunity to access decision-makers directly, to leverage senior management in motivating customer teams and to break the logjam of customer inaction. Yet ...

Selling to the C-suite: Preparing Sales Teams for Random Encounters & Predictable Questions

The successful sale of a complex B2B product or solution often faces the twin challenges of addressing multiple customer stakeholders and of driving change or innovation at a customer organization. Engaging a customer executive can improve ...

Selling to the C-Suite: Understand Your Audience

For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with ...

Avoid These Mistakes When Trying to Communicate Value

At LeveragePoint, we often help product marketing teams craft value propositions for their innovative product offerings. Doing this work makes us appreciate the fact that quantifying value is a completely different task from communicating ...

Q&A Session from Bayer CropScience Case Study Webinar

Last September we were fortunate to have Ingo Hennecke, Global Pricing Manager at Bayer CropScience share his story of how to execute a value strategy in a competitive, global market. Bayer CropScience is a large global organization that ...

Value Strategy Case Study in 10 Bullet Points – Bayer CropScience

Last September we were fortunate to have Ingo Hennecke, Global Pricing Manager at Bayer CropScience share his story of how to execute a value strategy in a competitive, global market. Bayer CropScience is a large global organization that ...

Utilizing Customer Loyalty Data to Enhance Value Pricing

If you’re in the pricing world you know the power of good value pricing: quantifying your value and using this in your sales collateral. At times, this is easier said than done. Having confidence that you accurately understand your total value ...

Sales and Presales Teamwork in B2B Enterprises: Shared Value Propositions Promote a Better Clubhouse

Presales support has become a critical resource for technically complex B2B enterprise sales. As part of customer facing and inside sales teams, presales specialists inject technical and implementation expertise directly into customer ...

5 Keys to Increasing Your B2B Qualified Sales Pipeline

Forrester Research reports that “77% of B2B buyers feel that salespeople are not prepared to understand their issues and where they can help.” Why? The reason is simple - salespeople do not identify the buyer’s pain points, nor present the ...

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