bLOG

HomeBlog

Value Selling: How Great B2B Organizations Succeed

Value-based selling helps sales fill the pipeline, close more deals and realize better prices. The benefits are clear. So why aren’t companies more effective in implementing value ...

Quantifying Customer Value: How Good Do the Data Have to Be?

The benefits of value-based strategies are clear.1 B2B enterprises win by selling differentiated offerings. They win profitably by realizing prices that reflect the customer value of that ...

Interview with Stephan Liozu, Ph.D.: Pricing Evangelist and Thought-Leader

Stephan Liozu, Ph.D. is a Pricing Evangelist and thought-leader as well as the Founder of Value Innoruption Advisors. He specializes in the design of innovative and differentiated business ...

The BIGGEST Challenge to Quantifying Value (It’s NOT What You Think)

I’ll bet you a doughnut that if you were to ask business people what their biggest challenge to quantifying the value of their solution, most would say “data”. Data: meaning a lack of customer ...

How Value Propositions Can Be Used in Customer Conversations: Deploying an Enterprise B2B Sales Tool

Sales Tools are a hot topic for B2B product and services companies. Trainers recommend them. Sales VPs demand them. Consultants push them. Marketing teams implement them. But do reps use ...

How to Quantify the Value of Service

Recently I got asked this question by a pricing manager at a major electronics manufacturer: “Hi Ed, Do you know of any articles, experiences around Value models for services? Hard to ...

Challenges of B2B Sales: How Value Propositions Can Address the 4 C’s

Hitting B2B sales and profitability targets is not getting any easier. As sales cycles lengthen, conversion rates drop and sales teams close unprofitable deals, diagnosing the underlying ...

[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 ...

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 ...

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 ...

Blog Signup

Subscribe to the Value Strategies Blog today