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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 ...

5 Value Charts that Make an Awesome First Impression

First impressions matter, especially during an initial meeting with a prospective customer. They matter because it’s your best chance to convince customers that your solution can deliver superior value. But exactly how you communicate your ...

When Football Season Starts, There is Still Time: What Can a B2B Product Manager do to Make Revenue Targets?

A lot of us spend June to August waiting for football. As summer fades, as school starts, we anticipate spending our leisure time with greater focus and greater intensity. Those of us who were born shy look forward to having more to say around ...

What Dirty Dishes Taught Me About Communicating Value: A B2C Example for B2B Professionals

A long, long time ago there was a television commercial for dish washing detergent (so long ago, that you used it in a sink not a dishwasher). It showed a head-to-head comparison between a premium dish-washing liquid versus a "bargain" brand. ...

Value Selling: How Great B2B Organizations Succeed

Value-based selling helps sales fill the pipeline, close more deals and realize better prices. The benefits are clear. So why aren’t companies more effective in implementing value selling? B2B enterprises commit to selling customer value. ...

Quantifying Customer Value: How Good Do the Data Have to Be?

The benefits of value-based strategies are clear.1 B2B enterprises win by selling differentiated offerings. They win profitably by realizing prices that reflect the customer value of that differentiation. They win profitably and consistently by ...

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 ...

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