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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 ...

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 ...

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