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[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 ...

Customer Preference: Knowledge & Expertise – Using Customer Value and Speed to Build Trust with Buyers

We all operate in competitive marketplaces where there’s been an influx in competitors - you could be competing against two, three, four, five, six competitors on every deal. At the end of the day, customers get information overload and look ...

5 Easy New Year’s Resolutions that Improve Value

New Year’s resolutions are commitments to do more of the good things that benefit our long-term goals. Be it living healthier or expanding our minds, we know it all comes down to simply making a conscious effort to make more time for exercising ...

A Little Negotiation Mistake That’s Costing You Sales and Margin

I’ve had a number of conversations recently with sales leaders facing aggressive buyers, purchasing games, and price erosion. For incumbent suppliers, buyers use the typical threat “all these products are the same, it now comes down to ...

Choosing the Best Unit of Measure When Comparing the Value of Your Product Versus Alternatives

The critical step of defining a unit of measure can be easily overlooked when determining your product’s value versus alternatives. A best practice is to choose an important customer key performance metric (KPI) that is relevant when comparing ...

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