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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 ...

Selling Your Value in the “New Normal” of Healthcare Reform

Follow Up From April 2013 Webinar with Chris Provines To view our webinars and other resources please visit our Resource Center. Q: What are the top 1-2 things that manufacturers need to be aware in terms of the new value-based purchasing ...

Who Should Lead the Value Modeling Programs?

Guest Post by Stephan Liozu Value modeling requires teamwork. Best practices show that this exercise demands the involvement of several functions in the organization: marketing, pricing, sales, finance, innovation, R&D, ...

Quantifying Customer Value and Emotional Factors

Follow Up From March 2013 Webinar with Harry Macdivitt To view our webinars and other resources please visit our Resource Center. Q: What advice do you have about using data to quantify customer impact? Do you need to have the ...

How to Capture Value for Your Products and Services

Follow Up From March 2013 Webinar with Harry Macdivitt To view our webinars and other resources please visit our Resource Center. Q: What advice do you have for reeling in smaller customers who have been given aggressive pricing, ...

The Truth Behind New Product Failure – And What You Can Do About It

In last week’s webinar “Incorporating Value in Your Stage Gate Process”, Dr. John Hogan of Value Management Advisors discussed his value-based framework for improving product development processes. Of course, no process can guarantee success, ...

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