Selling to the C-Suite: Understand Your Audience
For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success ...
Avoid These Mistakes When Trying to Communicate Value
At LeveragePoint, we often help product marketing teams craft value propositions for their innovative product offerings. Doing this work makes us appreciate the fact that quantifying value is a ...
Q&A Session from Bayer CropScience Case Study Webinar
Last September we were fortunate to have Ingo Hennecke, Global Pricing Manager at Bayer CropScience share his story of how to execute a value strategy in a competitive, global market. Bayer ...
Value Strategy Case Study in 10 Bullet Points – Bayer CropScience
Last September we were fortunate to have Ingo Hennecke, Global Pricing Manager at Bayer CropScience share his story of how to execute a value strategy in a competitive, global market. Bayer ...
Utilizing Customer Loyalty Data to Enhance Value Pricing
If you’re in the pricing world you know the power of good value pricing: quantifying your value and using this in your sales collateral. At times, this is easier said than done. Having ...
Sales and Presales Teamwork in B2B Enterprises: Shared Value Propositions Promote a Better Clubhouse
Presales support has become a critical resource for technically complex B2B enterprise sales. As part of customer facing and inside sales teams, presales specialists inject technical and ...
5 Keys to Increasing Your B2B Qualified Sales Pipeline
Forrester Research reports that “77% of B2B buyers feel that salespeople are not prepared to understand their issues and where they can help.” Why?
The reason is simple - salespeople do not ...
More Awesome Value Charts
My previous blog post, 5 Value Charts that Make an Awesome First Impression, generated enough interest in the value community to deserve a follow-up. This time I want to illustrate a specific ...
Value Quotes and The Papers Behind Them
To Access the Whitepapers, click here
How do you Measure the Performance of Value Selling Behavior?
After providing excellent insights during his webinar, The Challenge of Value – Value Selling, Mike Wilkinson, Co-founder and Director at Axia Value Solutions was asked: How do you measure the ...
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