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Confessions of a Spreadsheet-Aholic: Using Value Maps in B2B Product Positioning

Maps capture our attention in a way that words never will. Before Columbus, sea monsters drew our eyes away from rough inaccurate shorelines. Excitement over map reading in the automotive age doubtless caused an increase in divorce rates. ...

3 Steps to Quantify Intangible Value

When B2B professionals talk about “intangible” value, they often refer to so-called “soft” value drivers like brand, quality, or reliability. Despite these being critical differentiators for B2B companies, many product marketers don’t try to ...

August, 2014 Tool Tip: Real-time Remote Collaboration

Q: Can I collaborate in real time on a value model with a colleague who is working remotely or in another office? A: Yes, multiple people can open the same value model at the same time. This is especially useful when working with colleagues in ...

Making Customer Value Central to Product Innovation

B2B enterprises that are most advanced in value-based pricing strategy embed understanding customer value in their innovation process.  Innovation is important, but not the kind that involves letting a bunch of engineers design the best product ...

Five Key Factors for Deploying a Successful Value-based Pricing Strategy

For B2B enterprises that choose a Value-based Pricing strategy, perhaps their biggest organizational challenge is embedding best practices into the actions, decisions and behaviors of their cross-functional teams. Consistent execution is where ...

Building Strategic B2B Pricing Based on Customer Value

Creating a pricing strategy can't just be an afterthought to a marketing strategy.  And it requires more information than is available from “price management” software, which focuses on enabling better transaction management but provides little ...

4 Steps to Begin Implementing Value-based Pricing

The notion that implementing a Value-based Pricing strategy is an arduous multi-year process isn’t necessarily accurate. In working with B2B enterprises we find that the process can often times take a matter of months as opposed to years, ...

How B2B Pricing and Sales Teams Can Work Together

Insights from "Delivering Value Pricing Through B2B Sales Teams" Presented by Mike Wilkinson A salesperson in a room full of Global Pricing Directors, Strategic Pricing Managers, Value Analysts and the like, surely feels a little ...

Confessions of a Spreadsheet-Aholic: EVE – Wielding a Versatile Tool for Clear Customer Math

Until smartphones and mobile devices appeared, the list of Universal Tools was pretty short. A Swiss army knife was always near the top. When I was a kid I saved up and bought the only kind of Swiss army knife you could get back then. It was ...

Partner Post: Sales Negotiations: Know and Quantify Your Switching Costs

Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website.   I’ve had a number of conversations recently with sales leaders facing aggressive buyers and price ...

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