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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 ...

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 ...

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