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A User’s Guide to Value Modeling

Value modeling is a science that cannot be improvised. Critical business decisions from product development, through marketing to pricing and sales are based on value models. Consequently, many people need to apply the proper techniques, steps ...

The Value Pricing Chain Part 2

Guest Post by Jerry Bernstein. This was originally published in the Aug 2012 edition of 'The Pricing Advisor' Link 3: Selling Value The keys to selling value are: Communicating value in language that resonates with the customer. This ...

The Value Pricing Chain Part 1

Guest Post by Jerry Bernstein. This was originally published in the Aug 2012 edition of 'The Pricing Advisor' Many companies want to implement value pricing, but have had limited success in achieving their goal. Many attempts at value ...

The One Minute Elevator Pitch

Guest Post by Stephan Liozu Are you able to clearly articulate the value proposition for your strategy, your business model, or your products and services? Can you recite in one quick minute this value proposition, and two or three value ...

4 Key Themes from Fall PPS Conference

Last month, the Professional Pricing Society held its 2012 Fall conference in Orlando, bringing together pricing professionals from around the country to learn impactful strategies, tactics, and techniques to improve profitability. Here are ...

Value-Based Upselling

Guest Post by Dan Hodder We’re all familiar with the cannibalization that occurs when a seller launches a new product, which takes share from other products in the portfolio.  This phenomenon is often viewed in a negative light as product ...

The Power of Language: Why Consistency Is Critical For Value Management

Language is powerful.  It is even more critical in the world of business. There are various definitions of what language is. One definition sees language as “a system of communication that enables humans to cooperate. This definition stresses ...

Price vs Value Management – Know the Difference

Guest Post by Tom Nagle This is an excerpt from Tom Nagle's new article titled "Price vs. Value Management - Know the Difference". To read the full article, please click the link at the bottom of this post. Pricing software has evolved ...

3 Key Themes From Pricing Conference in Pittsburgh

Last week, pricing professionals gathered in downtown Pittsburgh to share insights, trends, and best practices for pricing. The event, hosted by the Western PA Pricing Professionals Group and The Pricing Cloud, featured a breakfast panel and ...

A Case Study for Learning Value-Based Pricing: Simon Graduate School of Business

This is a guest post written by Professor Rick Cardot, Director of Center for Pricing at the Simon Graduate School at the University of Rochester. The Simon School, known for its economics-based empirical and analytical research, has taken a ...

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