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LinkedIn Poll – Where does pricing have the most impact in the sales funnel?

It is generally agreed that in most B2B transactions the price is negotiated as part of the overall deal. Price plays an important role in the sales process, but pricing experts and sales often struggle to work together. In the most ...

Insights on Value-Based Pricing in the New Product Development Process

Our January 26 Webinar on Value-Based Pricing in the New Product Development Process drew an engaged audience of about 50 people. To view On-Demand Visit: leveragepoint.com/resources/ We had a good mix of industries (from specialty chemical to ...

Notes from Dreamforce – Collabor-8

Last week I attended the Salesforce.com annual Dreamforce gathering in San Francisco (their 8th, my 2nd). Once again it was a most impressive turnout in terms of size (15,000) as well as in celebrity (Bill Clinton, Stevie Wonder, will.i.am). ...

Control of Discounting Requires Collaboration on Value

Our Thursday November 18 webinar "Avoid Discounting Using Value-Based Pricing" was well attended and provoked some strong responses. Discounting is a sore point across sectors, and clearly "Just Say No" is not working and in any case is not the ...

Should the “Competitive Leadership Model” Really Be “The Value Leadership Model”?

PWC has a Competitive Leadership ModelSM that it is encouraging companies to use to organize their strategic thinking. As part of this it asks  “How well does your business target and segment customers for maximum customer profitability?” Is ...

Understanding Value is the Root of Innovation – A Theme for the Mass TLC Innovation 2010 unConference

The Mass TLC Innovation 2010 unConference will be this Thursday, October 14, 2010. This event is one of the high-points of the year in the Boston area. It brings together the top visionaries, commentators, entrepreneurs and their supporting ...

Getting Your Pricing Right – A BCTIA Panel Discussion in Vancouver

"Companies that priced, marketed and sold on value earned operating profits 24% higher than the industry average" - John Hogan, 2009 LeveragePoint CEO Steven Forth will join sales coach extraordinaire Reg Nordman from Rocket Builders and ...

Radiology in the Cloud – What is the Differentiated Value?

Remember the old X-Ray room, with doctors standing before a light board peering at black and white images with frowns on their faces? This is still what happens in many hospitals around the world. It is sort of like reading your news on paper. ...

The Real Growth Driver: Blending Commoditization and Differentiation

Economists and marketers are divided on what drives growth. Most economists believe that efficient markets are the key. An efficient market requires transparent information about prices and products that can easily be substituted one for ...

Discounting in Enterprise Software: Challenge & Opportunity

The enterprise software industry has trained its customers to expect discounts. The list price is seen, at best, as a starting point for negotiation, and in many cases is simply irrelevant, something that doesn’t even act as a reference price. ...

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