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2022 State of Value Management: An Overview

In this period of rising prices and increased competition, B2B organizations must be able to demonstrate the differentiated value of their offerings more than ever. But how effectively are these ...

Value From a Chief Procurement Officer’s Perspective Q&A

For our September Webinar, Todd Snelgrove, Founding Partner at Experts in Value, explored best practices for engaging procurement as part of a buying decision in order to persuade them to pay ...

Selling Value: Winning Strategies Across The Buyer’s Value Discovery Journey Q&A Part 2

For our July Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, shared insights into the buyer’s value discovery journey and how winning B2B sales organization use this to ...

Selling Value: Winning Strategies Across The Buyer’s Value Discovery Journey Q&A

For our July Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, shared insights into the buyer’s value discovery journey and how winning B2B sales organization use this to ...

Establishing a Value-Centric Culture In Your B2B Sales Organization Q&A

For our June Webinar, Bob Apollo, Founder and Chief Outcomes Officer at Inflexion-Point, shared his guidelines for creating sales cultures that reflect customer- and outcome-centric values. ...

Modern Value Management Best Practices: Quantify and Sell the Value You Create Q&A

For our March Webinar, Todd Snelgrove, Founding Partner at Experts in Value, shared the latest insights in quantifying value in services, the evolution of procurement towards value, and new ...

Pricing Strategies for Today’s Supply Chain Challenges Q&A

For our February Webinar, Joanne Smith, CEO at Price to Profits Consulting, explored strategies for navigating today's supply chain challenges by executing price and policy changes without ...

Pandemic Cost Shocks and Pricing Q&A

For our January Webinar, Tim J. Smith, Ph.D., CEO at Wiglaf Pricing, shared case studies from a dozen leading enterprises, exploring the pricing actions they have taken in the past year and ways ...

2021 Content Roundup: Our Favorite Videos, Case Studies, Webinars, and Blogs

As we wind down the final days of 2021, we look back to some of our favorite videos, case studies, webinars, and blogs from the past year. Over the past twelve months, we explored ways that B2B ...

Design to Value: Creating Value Propositions to Communicate, Sell, and Grow Q&A

For our October Webinar, Michel van den Berge, AVP Marketing at Agilent Technologies, explored the process and technology behind Agilent’s Design to Value initiative that resulted in better ...

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