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The BIGGEST Challenge to Quantifying Value (It’s NOT What You Think)

I’ll bet you a doughnut that if you were to ask business people what their biggest challenge to quantifying the value of their solution, most would say “data”. Data: meaning a lack of customer research or competitive intelligence. In fact, ...

How Value Propositions Can Be Used in Customer Conversations: Deploying an Enterprise B2B Sales Tool

Sales Tools are a hot topic for B2B product and services companies. Trainers recommend them. Sales VPs demand them. Consultants push them. Marketing teams implement them. But do reps use them? Do they “adopt” the tools in the ...

How to Quantify the Value of Service

Recently I got asked this question by a pricing manager at a major electronics manufacturer: “Hi Ed, Do you know of any articles, experiences around Value models for services? Hard to differentiate as most companies offer the same kind of ...

Challenges of B2B Sales: How Value Propositions Can Address the 4 C’s

Hitting B2B sales and profitability targets is not getting any easier. As sales cycles lengthen, conversion rates drop and sales teams close unprofitable deals, diagnosing the underlying causes and taking steps to address them is crucial for ...

[Infographic] The 6 Steps for Quantifying Economic Value

The forces of globalization and technology have made the marketplace for all goods and services much more competitive. Competing primarily on low price/low cost, even if you have the capability to do so is not a sustainable business strategy. ...

10 Reasons Why Procurement is Negotiating Aggressively

It’s a trend in many B2B industries, growing procurement power and influence. This change in buying behavior can cause a decline in supplier prices and margins. Is the supplier and its sales team simply victims of this trend and the aggressive ...

March Madness, Year-Round: 4 Fast Ways that Value Propositions Improve Sales

There is no such thing as a predictable B2B sales cycle. For B2B sales of complex products and solutions, closing a big deal is like winning the national championship. One loss and you are out. Every game is tougher than the last. And you ...

Successful B2B Value Propositions – 4 Keys to Sales Adoption

Great content should have great impact. Strong Value Propositions for differentiated products are often terrific content. But the impact of a Value Proposition on sales results frequently depends not just on the content itself, but on how ...

Picking Where to Begin Your B2B Value-Based Strategy

When a company commits to a value-based strategy an immediate question arises: Where to begin? Deciding where may be so daunting that it can stop the entire initiative before it starts. Or it may lead to a delay (not to mention cost) of hiring ...

Embedding Customer Value in Your B2B Enterprise: Transcending the Revenge of the Nerds

“Customer Value” is a hot topic. If you Google it, you get 119 million hits. That compares to 52.7 million hits for “Lead Generation” and 15.4 million for “B2B Sales.” Yet when you try to find someone who understands Customer Value in many ...

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