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Pricing & Selling Packaged B2B Solutions – Part 4: Product & Service Bundles to Change Price Metrics and Realize Cost Synergies

Picture a company with an array of complex products including equipment, instruments, consumables, and/or disposables.  These products are used in specific applications: surgery, agriculture, animal health, food production, lab testing, construction, or manufacturing materials or components for their customers’ production. …

Do Your Reps Convey Your Solution’s Value? Maximize Your Marketing Research Spend Q&A

For our September Webinar, Brian Hannon shared ways to get the most of your marketing research spend by using it throughout your sales process.  To conclude the webinar, he answered some questions from the audience. Here are his live answers:…

Pricing & Selling Packaged B2B Solutions – Part 3: Product & Service Bundles to Segment Pricing and Realize Buyer Synergies

Picture the marriage of two large enterprises. Each one brings an array of B2B products and services sold to the same customers.  The starting point for post-merger integration consists of two groups of product managers, two sales teams, two service…

Pricing & Selling Packaged B2B Solutions – Part 2: Product & Service Bundles to Simplify Buying & Increase Demand

Picture a company with a number of complex products. They have long provided the services to ensure their products’ effective implementation.  These products are used in specific applications: surgery, agriculture, animal health, food production, lab testing, construction, installation in other…

Customer Value and Voice of Customer to Set Price: Leverage Your Market Experience Q&A Part 2

For our August Webinar, Tim J.  Smith, PhD, walked through best practices for clarifying value propositions, setting your prices from those value propositions, and leveraging that value story into new country markets.  To conclude the webinar, he answered some questions…

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