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Change – Value – Cloud Were Key Themes at the Professional Pricing Society’s Chicago Annual Spring Conference

The Professional Pricing Society, the leading organization supporting the development of pricing excellence and pricing professionals around the world, held its 2012 Spring Conference last week in Chicago. We observed three main themes after ...

Pricing Myths: Alive and Kicking!

Guest Post by Stephan Liozu For the past ten years, practitioner’s published literature have highlighted the existence of numerous pricing myths. Many of them have disappeared with the modernization and professionalization of the pricing ...

Ask the Expert, Follow-Up on April Webinar, Part II: Negotiation Tips and Ideas

In our April webinar, Jim Geisman, Founder and Principal of Software Pricing Partners, talked with us about how the nuances of complex sales negotiations and ideas that can save you valuable time, money and aggravation. This is part two in a ...

Value is the Most Powerful Pricing Optimization Lever!

Companies invest in pricing software for many reasons, but one of the most common is the desire to optimize prices at a granular level, and charging the “right price” for each customer. But what is the right price, and how can one know one has ...

Ask the Expert, Follow-Up on April Webinar: Negotiating on Price

In our April webinar, Jim Geisman, Founder and Principal of Software Pricing Partners, talked with us about how the nuances of complex sales negotiations and ideas that can save you valuable time, money and aggravation. This is part one in a ...

Managing Complexity in Value and Pricing Management

You Don't Need to "Throw in the Towel" Guest post by Stephan Liozu Pricing can be a complex process. Many industry managers also consider pricing to be a headache, and some firms have even “thrown in the towel.” They complain that they have ...

Selling Value in B2B

Value Selling is a term to describe what high performing Sales professionals do day in and day out. At its core, Value Selling is about effectively communicating to customers how your solutions are better than the competition and articulating ...

Ask the Expert, Follow-Up on March Webinar, Part II: Success Factors in Pricing Transformation

In our March webinar, Stephan Liozu, CEO of Ardex Americas, talked with us about how his mid-sized manufacturing company transitioned from a cost-based to a value-based pricing strategy. To Watch On-Demand visit: ...

Ask the Expert, Follow-Up on March Webinar: Leveraging the 5C Model for Pricing Transformation

In our March webinar, Stephan Liozu, CEO of Ardex Americas, talked with us about how his mid-sized manufacturing company transitioned from a cost-based to a value-based pricing strategy. To view this webinar visit Resource Center. Q: Your 5C ...

Closing the gap between marketing collateral and sales effectiveness for B2B marketers.

Marketing teams in the B2B world spend thousands of hours carefully crafting marketing materials aimed at communicating the value proposition of their products and services. We've all seen the fancy PDFs filled with product specs, wordsmith ...

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