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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 ...

The BIGGEST Challenge to Quantifying Value (It’s NOT What You Think)

I’ll bet you a doughnut that if you were to ask business people what their biggest challenge to quantifying the value of their solution, most would say “data”. Data: meaning a lack of customer research or competitive intelligence. In fact, ...

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 ...

How to Quantify the Value of Service

Recently I got asked this question by a pricing manager at a major electronics manufacturer: “Hi Ed, Do you know of any articles, experiences around Value models for services? Hard to differentiate as most companies offer the same kind of ...

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 ...

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