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Data Security and SOC 2 Considerations When Making a Software Purchase

Editor’s note: Security is a major consideration during the software evaluation and purchasing process, especially for SaaS/cloud-based solutions. In this post, Neil Davies, LeveragePoint’s Vice President of Engineering, provides a history on ...

What’s In a Value-data Library

Recently, my colleague Ed Arnold dispelled the myth that implementing a value-based strategy is a costly, multi-year change management process with his blog post, How to Quickly Capture the Financial Rewards of Value-based Pricing. Using a ...

Connecting Strategy with Behaviors and Results Using the Cloud

There is a new way of activating business methods using cloud-based platforms that combine online tools, collaboration, and data with coaching and e-learning in fully integrated interfaces. These solutions create impactful ways to activate ...

5 Questions a B2B CEO Will Ask a Development Team

  It’s not hard to blind a CEO with science. That’s easy for me to say, because I am one. At least until my next Board meeting. Being blinded by science is what I expect in a product portfolio review. After all, good CEOs hire ...

How to Quickly Capture the Financial Rewards of Value-based Pricing

[Note:  Excerpted and adapted from the forthcoming book, The ROI of Pricing, Measuring the Impact and Making the Business Case (publisher:  Routledge). For business to business (B2B) enterprises who choose a value-based pricing strategy, ...

The Language of Value and Change

By: Dr. Stephan Liozu Transforming the mindset and DNA of a firm from cost to customer value is a long term project requiring transformational change and leadership. It also requires the use of a different vocabulary that ignites ...

5 Tips for Value Stories and Messages

By: Dr. Stephan Liozu Crafting positive, inspiring and practical value stories and messages should be done in teams with help from the best creative writers in your organization. I highly recommend you invite your marketing ...

Did You Know? Monthly Tool Tip: Customized Templates

You can use custom templates to bring your value proposition to life. Completely customize the look and feel of your sales interface to reflect your corporate branding, and use multiple templates for any number of product lines. Drop in your ...

Value Selling is Storytelling

By: Dr. Stephan Liozu There is a lot of confusion about what value selling is and how it is different from negotiation. These two constructs are quite often mixed up and interchanged in the design of training programs or in most ...

Converting a Product Teller To a Value Seller

Follow Up from July Webinar with Tim Rowlands and Greg Wagner To view our webinars and other resources please visit our Resource Center. Q: How do you convert a price and product teller to a consultative value seller? Tim: If ...

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