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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
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