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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 ...

Internalization of Value-Based Pricing March 20 Webinar with Ardex Americas CEO Stephan Liozu

To view this webinar On-Demand visit our Resource Center. Over the past few years, I have been given the opportunity to learn how firms transform their pricing orientation from cost or competition to customer value. Through rigorous and ...

Ask the Expert, The Right Path to Pricing Maturity Webinar Follow Up

COMPLETING THE PRICING MATURATION PROCESS George Cressman is founder and president of World Class Pricing, a consultancy specializing in helping clients build world class pricing managers. George has nearly 30 years of experience in the ...

Are you capturing a fair price for the value you deliver?

As our customers quantify the value of their products and services they sometimes run into interesting scenarios. We see that this customer’s solution delivers very high levels of economic value relative to the competition., but that it is ...

Pricing Skills Today & Tomorrow

In a recent published paper, I reported that only 9% of business schools in the United States offer a dedicated elective in pricing. Only a few reputable business schools also offer an executive education program dedicated to pricing strategy ...

Making the Business Case for Investments in Value-Based Pricing

Guest post by Stephan Liozu of Ardex America Inc. Of the three main approaches to pricing in industrial markets ─ cost-based, competition-based and value-based ─ the latter has been shown superior in many circumstances (see John Hogan’s ...

Value-Based Pricing Driving Innovation in the Supply Chain

One of LeveragePoint's customers is introducing our value-based pricing platform to its suppliers! At first this may seem counterintuitive. Most companies adopt value-based pricing because they want to capture the value of their innovations in ...

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