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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…

Select the Best Value Drivers For Your Value Model

Guest Post by Stephan Liozu Here is a very unique scenario. You are in the middle of building your value model for a new product or service and you realize you have a dozen potential drivers of positive differentiation you…

How To Quantify Intangible Value For Your Customers

How do you quantify the economic value that you provide to customers? Leading B2B companies  adopt a value-based pricing strategy, grounded in understanding how you create more value for customers with differentiated products and services. And quantifying tangible value drivers…

man wearing red long-sleeved shirt standing beside wall

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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