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Moving Traditional Buyers to Value Buyers

Follow Up from July 2013 Webinar with Tim Rowlands and Greg Wagner In Wednesday's webinar, "How To Capture Value With Demanding Customers," Tim Rowlands of Edgeworth Inc. and Greg Wagner of ValuEngager joined us to share how to ...

Using Design to Value to Launch Breakthrough Product Innovations

Follow Up from June 2013 Webinar with Kalypso To view our webinars and other resources please visit our Resource Center. Q: How do you take into account the competitive landscape and what other companies are offering into the ...

Stephan Liozu Challenges U.S. Steel

In recent weeks, as many publicly traded manufacturing companies announced their quarterly projections, results have been mixed. Whereas General Electric expects an increase in earnings despite stagnating sales, others like U.S. Steel and ...

How To React When Competitors Lower Price

Follow Up From May 2013 Webinar with John Hogan To view our webinars and other resources please visit our Resource Center. Q: What happens in markets where competitors are constantly lowering price? A:  In my experience over ...

Using “Voice of the Customer” Approach To Collect Data

Follow Up From May 2013 Webinar with John Hogan To view our webinars and other resources please visit our Resource Center. Q: You mentioned “voice of the customer” research as a way of collecting data. How do you collect the ...

Select the Best Value Drivers For Your Value Model

Guest Post by Stephan Liozu Here is a very unique scenario. You are in the middle of building your value model for a new product or service and you realize you have a dozen potential drivers of positive differentiation you can ...

23 Tips to Close Sales

Guest Post by Ian Smith, Originally Published on 4/28/13 The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in real money! The main reason sighted for the ...

How To Quantify Intangible Value For Your Customers

How do you quantify the economic value that you provide to customers? Leading B2B companies  adopt a value-based pricing strategy, grounded in understanding how you create more value for customers with differentiated products and services. And ...

Bundle Your Products & Services So the Value of 1+1=3

Leading B2B companies know and understand how to effectively sell the value of their products to customers. Yet selling multiple products or modules together to create complete solutions for the customer presents its own unique set of ...

How Changes in Healthcare Will Shape Buying Behavior

Follow Up From April 2013 Webinar with Chris Provines To view our webinars and other resources please visit our Resource Center. Q: Since evidence will be a big driver of value and trials are costly, do we see emergence of other ...

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