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Developing Outcome-Based Storytelling Capabilities in B2B Sales Q&A Part 1

For our April Webinar, Bob Apollo, Chief Outcomes Officer at Inflexion-Point, shared the key components of a winning message that incorporates outcomes delivered into a compelling narrative that ...

What SaaS Pricing Can Teach B2B Enterprises Q&A Part 2

For our March Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, explored how every B2B company can utilize segmentation, packaging, and pricing metrics to capitalize on their ...

What SaaS Pricing Can Teach B2B Enterprises Q&A Part 1

For our March Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, explored how every B2B company can utilize segmentation, packaging, and pricing metrics to capitalize on their ...

Pricing Strategies: Managing Through Inflationary and Recessionary Times Q&A Part 2

For our January Webinar, Joanne Smith, President at Price to Profits Consulting, explored pricing strategies that both help sustain profitability and bolster the confidence of sales in defending ...

Pricing Strategies: Managing Through Inflationary and Recessionary Times Q&A Part 1

For our January Webinar, Joanne Smith, President at Price to Profits Consulting, explored pricing strategies that both help sustain profitability and bolster the confidence of sales in defending ...

2022 State of Value Management: How Are B2B Teams Embedding Value in Sales?

The sales process is the make-or-break point of every B2B value management initiative.  While poor or inconsistent value strategies in the innovation, pricing, and product management processes ...

Value Matters in Times of Inflation and Uncertainty

BIG IDEA: Review your value proposition to ensure your value proposition remains robust in an inflationary environment.   In the last 18 months, inflation has risen to levels ...

2022 State of Value Management: When is Value Being Utilized Across the Buyer’s Journey?

Value selling is the engine that enables B2B enterprises to capture the profit impact of their customer value initiatives. In our last blog post, we explored when in the commercialization ...

2022 State of Value Management: When is Value Being Incorporated in the Commercial Delivery Process?

Leading B2B enterprises embed customer value early and often in their new product development, pricing, and product management processes. But why is it so critical that they incorporate value ...

2022 State of Value Management: What is Value Management? How Successful Are We?

When putting together the inaugural LeveragePoint State of Value Survey, we hoped to understand how a range of B2B professionals define and assess foundational aspects of their value management ...

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