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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 ...

More Awesome Value Charts

My previous blog post, 5 Value Charts that Make an Awesome First Impression, generated enough interest in the value community to deserve a follow-up. This time I want to illustrate a specific example of how to prepare different kinds of value ...

Value Quotes and The Papers Behind Them

To Access the Whitepapers, click here

How do you Measure the Performance of Value Selling Behavior?

After providing excellent insights during his webinar, The Challenge of Value – Value Selling, Mike Wilkinson, Co-founder and Director at Axia Value Solutions was asked: How do you measure the performance of value selling behavior? His ...

The Value Selling Process

Your customer is looking for the best results, and it is your job to show them they need you to achieve these results. Show them how you will add value to their business. To sell on value, you must understand your customer and what value means ...

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