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The Most Valuable Sales and Marketing Conversation That Never Happened

  Sales and marketing alignment is the buzzword of B2B organizations today.  There has been much progress in creating conversations between marketing and the customer, and between sales and the customer. And now there is a lively ...

Delivering Value Faster Using Agile Development and Lean Startup Methods

Every software enterprise wants to get functionality that delivers real customer value into the hands of their customers as fast as possible. Taking 6-12 months hidden away in the coding bunker to build the ideal solution is too risky. What if ...

Confessions of a Spreadsheet-Aholic: The Career Roadblock that Excel Built

I don’t know why I got my first job. Maybe it was because I could analyze stuff. And it had been a while since the last hiring freeze. They gave me a desk and a computer with this brand new software for building spreadsheets. I guess that ...

Partner Blog: MedTech – The Growing Threat of Price and Value Transparency

By Chris Provines, President, Value Vantage Partners Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website. U.S. Hospitals are under tremendous pressure to ...

The Multiple Uses of Value Models for Pricing, Product Development, Marketing, and Sales

If your objective is to determine a value price for a new product, then using a value model can be very helpful. That seems obvious, but did you realize that value models are used for other strategic decisions too? Value models provide a ...

On-demand Webinar: How to Implement Value-based Pricing in B2B Enterprises

Did you miss this month's webinar, "How to Implement Value-based Pricing in B2B Enterprises"? You can watch the on-demand version, and listen as Joanne Smith, former Corporate Director of Marketing and Pricing at DuPont and author of  The ...

Partner Blog: How Big is Your Moat in Pricing?

By Chris Provines Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website. Warren Buffet introduced this investing concept about a decade ago. When someone ...

Surviving the Winter: My Experience with Value-based Pricing

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, Aaron Williams, outlines his experience using value-based pricing ...

5 Points How Sales Can Engage Executives in Business Conversations

In a recent Forrester Research study of more than 400 U.S. executive buyers, only 19% of those surveyed felt their meetings with salespeople were valuable and lived up to expectations.  As sales professionals, we certainly would take issue with ...

Quantifying the “Value” of Healthcare Products: 6 Clear Signals that Even Washington Can’t Derail This Train

A wait-and-see approach in healthcare can be habit-forming. Especially in the face of political gridlock. “Maybe I can keep my current healthplan.” “ Maybe the medical devices tax will be repealed.” “Maybe the next electronic health records ...

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