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5 C’s of Value Selling and Value Pricing

“Why don’t customers buy? Frequently the reason they don’t buy is because they do not understand or appreciate the value that we can deliver to them,” explains Mike Wilkinson, Co-founder and Director of Axia Value Solutions and co-author of ...

How B2B Pricing and Sales Teams Can Overcome The 7 Challenges of Value

“Value is a mystery...We do not define value. Our customers define value. Our job as a business, and as a sales team is to solve the value mystery,” explains Mike Wilkinson, Co-founder and Director of Axia Value Solutions and co-author of the ...

June 2014 Tool Tip: Benefits of Multi-year Analysis

Q: What is the purpose of Multi-Year, and how do I use it? A: For many B2B products, a standard representation of economic value (or “Basic” Value Model in LeveragePoint, as seen below) is more than enough to help make a variety of strategic ...

Sustaining Exceptional Profitability through Value Management

Insights from Dr. Thomas Nagle There was a dramatic difference in how successful CEOs and CFOs responded to the Great Recession and a dramatic difference in the resulting pricing and profitability of those companies that shifted ...

Startups – Create Your First Value Proposition in Under an Hour – Part 4 Calculating Differentiated Value (minutes 20 – 40)

By Aaron Williams, Software Developer, LeveragePoint Editor’s note: At LeveragePoint, the concept of value-based pricing is important to every member of the company. In this blog post, one of LeveragePoint’s software developers, ...

Confessions of a Spreadsheet-Aholic: Avoid the ROI Traps in B2B Customer Decisions

By: Peyton Marshall, CEO LeveragePoint Being a CFO has its perks. One of them is that you get to ask hard questions. I ought to know. I used to be a CFO. When you sign the checks, it’s acceptable behavior to ask tough questions. About ...

The 4 Components of an Economic Value Estimation (EVE®) Model

As I explained in an earlier post, Economic Value Estimation (EVE)® has uses for the pricing, product development/management, sales, and marketing areas of a B2B enterprise. EVE models help professionals in those areas quantify the amount ...

Delivering Value Faster Using Agile Development and Lean Startup Methods Part 2

Before we go ahead and start developing features for the high-value, high impact stories we need to stop and look at the bigger picture. As we covered in part 1 of this series, taking 6-12 months to build a software solution is too risky. But ...

What is Economic Value Estimation (EVE)?

Every product has a price tag, but you never see a “value tag.”  A value tag tells the customer “what’s it worth for me?” to buy the product.  Economic theory says that customers are willing to pay more for products that deliver them higher ...

May 2014 Tool Tip: Customizing Sales Conversations

Q: How can we customize the interface for use in front of customers in sales conversations? A: You can use custom templates to bring your value proposition to life. Completely customize the look and feel of your sales interface to reflect ...

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