The Art of Designing and Testing EVE® Models Q&A

For our March Webinar, Stephan Liozu shared secrets to the soft skills required to develop great Economic Value Estimation® Models. To conclude the webinar, he answered some questions from the audience. Here is the first half of his live answers:…

children playing soccer

The Value Coach’s Playbook 1.3: Midfielders. Quantify and Dollarize Value

Coaching to Good Value Content.  Understanding our customers takes creativity and experience.  As value coaches, we facilitate our team’s deeper customer understanding not by handing them answers, but by prompting them to ask good questions.  Previously, we drew parallels between…

The Value Coach’s Playbook 1.2: Midfielders. Differentiate and Identify Sources of Value

Value Coaches Ask Good Questions. Value coaches in B2B organizations are on a mission.  Our objective is to drive our teammates to strong value content by asking the right questions. Previously, we drew parallels between coaching soccer in the three…

The Value Coach’s Playbook 1.1: Midfielders. Prepare to Quantify Value – Frame the Discussion

Coaching.  Coaches make the difference between pickup soccer and championship football. Great coaches prepare their team mentally and physically.  During the match they orchestrate player adjustments by reading opportunities and diagnosing challenges. They address mental and emotional fragility. They motivate…

Pricing & Selling Packaged B2B Solutions – Part 5: Fusion vs Fission: To Bundle or Not to Bundle

Fusion is more powerful than fission. H-bombs are more destructive than A-bombs.  Yet fusion-based power is still many years and hundreds of billions of dollars away from commercial reality, even though fission-based electricity peaked a decade ago.  Neither smashing atoms…

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