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The Impact of Pricing Is Real

The power and impact of pricing on the bottom line cannot be denied nor ignored. There exists a large body of academic and practitioner research demonstrating the positive impact that pricing can have on firms’ gross margins and also on bottom ...

Designing Effective B2B Value Propositions: 3 Questions Product Managers Should Ask to Engage Sales

At boot camp for B2B product managers, the sergeants drill recruits to understand customer value. Basic training starts with differentiated features, moves to customer benefits and ascends to quantified customer value. Those who don’t wash out ...

Best Practices to Build Value Drivers

In value modeling, the key step is the quantification of economic value, or what is sometimes referred to in the U.S. as “dollarization.” In LeveragePoint, this is when you’re adding or creating value drivers. At its core, each value driver ...

Value-based Strategies: Getting Trade Channels on Board

Can you deploy value-based strategies without having the trade channels on board? The answer is simple: no you cannot. What happens when you go through trade channels that have their own processes, goals, and buying behaviors? How do you avoid ...

Time to Educate Your Sales Team About Professional Buyers

“Your competitor’s price is 25% less, if you don’t lower your price you are out.” This type of threat from a professional buyer happens almost every day. Whether you sell services, industrial goods, or high-end medical devices, the story is ...

Show Me The Money: Capture the Benefits and Avoid Risks of Healthcare Reform

I have to admit that I didn’t make up the title of this post. No, I didn’t copy it from a seminar given to pharmaceutical or medical device executives. Likewise, it’s not from a recent webinar given to health insurance executives. “Show Me The ...

How B2B Enterprises Drive Profitability with Customer Value – 4 Ways C-Suite Leadership Can Make a Difference

CEOs often look for a way to make Customers the focal point of their organization. Customer-centricity can take an enterprise to the next level. As a mindset, it can improve the performance of teams no longer in touch with, or aligned with, ...

Can You Answer 3 Simple Questions About Your Product’s Value?

Successful B2B enterprises know how to quantify the economic value they deliver to customers. You can too, as long as you answer these three simple questions. 1) What are you selling? 2) Who are you selling to? 3) Who/what is the ...

6 Steps to Quantifying the Economic Value of B2B Products

Every product has a price tag, but you never see a “value tag”.  A value tag tells the customer “what’s it worth for me?” to buy the product.  Economic theory says that customers are willing to pay more for products that deliver them higher ...

How B2B Enterprises Drive Profitability with Customer Value: Where to Start?

The best B2B enterprises win by selling differentiated products and offerings. They win profitably by realizing prices that reflect the customer value of their differentiation. They win profitably and consistently by understanding, ...

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