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 ...
Successful B2B Value Propositions – 4 Keys to Sales Adoption
Great content should have great impact. Strong Value Propositions for differentiated products are often terrific content. But the impact of a Value Proposition on sales results frequently ...
Picking Where to Begin Your B2B Value-Based Strategy
When a company commits to a value-based strategy an immediate question arises: Where to begin? Deciding where may be so daunting that it can stop the entire initiative before it starts. Or it ...
Embedding Customer Value in Your B2B Enterprise: Transcending the Revenge of the Nerds
“Customer Value” is a hot topic. If you Google it, you get 119 million hits. That compares to 52.7 million hits for “Lead Generation” and 15.4 million for “B2B Sales.”
Yet when you try to ...
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 ...
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 ...
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