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 ...
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 ...
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, ...
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 ...
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 ...
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 ...
Q: Where can I store additional information or attach supporting documents to my model?
A: There are two ways to store additional information about a value model: on the individual elements of the value model, and on the value model itself. ...
“Total” is a good word. Whether or not you like Arnold Schwarznegger movies. Whether or not you’re a Valley Girl.
“Total” conveys a sense of comprehensiveness. Like you’ve thought of everything.
It’s the main reason that “Total Cost of ...
I always liked speaking in abbreviations. When I was a rookie, it was a great way to show off. It let co-workers know I’d learned the ropes. And if they fired me, I could always get a job at Langley. Alphabet soup was the language of ...
Defining value from a customer’s point of view requires enterprises to look at quantifiable and intangible value of products. In his recent webinar, “Delivering Value Pricing Through B2B Sales Teams,” Axia Value Solutions' Co-founder Mike ...
