Blog

Moving Traditional Buyers to Value Buyers

Follow Up from July 2013 Webinar with Tim Rowlands and Greg Wagner In Wednesday’s webinar, “How To Capture Value With Demanding Customers,” Tim Rowlands of Edgeworth Inc. and Greg Wagner of ValuEngager joined us to share how to execute on…

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Using Design to Value to Launch Breakthrough Product Innovations

Follow Up from June 2013 Webinar with Kalypso To view our webinars and other resources please visit our Resource Center. Q: How do you take into account the competitive landscape and what other companies are offering into the DTV (Design to…

How To React When Competitors Lower Price

Follow Up From May 2013 Webinar with John Hogan To view our webinars and other resources please visit our Resource Center. Q: What happens in markets where competitors are constantly lowering price? A:  In my experience over the last three…

Using “Voice of the Customer” Approach To Collect Data

Follow Up From May 2013 Webinar with John Hogan To view our webinars and other resources please visit our Resource Center. Q: You mentioned “voice of the customer” research as a way of collecting data. How do you collect the…

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Bundle Your Products & Services So the Value of 1+1=3

Leading B2B companies know and understand how to effectively sell the value of their products to customers. Yet selling multiple products or modules together to create complete solutions for the customer presents its own unique set of challenges. In return…

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