Every once in a while it can help to go back and look at the classics, and for modern B2B sales one of those classics is Neil Rackham’s SPIN Selling. Originally published in 1988, SPIN Selling was one of the first sales books to be based on ...
The other morning I had an opportunity to listen to John Donovan, Chief Technology of AT&T who was presenting at a Mass Technology Leadership Council event, "The Future of Mobile" at Microsoft NERD here in Cambridge.
A key theme was the ...
About a month ago we posted the above question on a number of our favorite groups. This provoked some vigorous discussion, and as this was spread across different groups we wanted to pull the main threads together and share them here.
The ...
Once you unlock the mystery of building a value model (note: it’s much easier than you think), the next challenge is inevitably, “where do I get the data for this?” Value models run on data. Data about your products' features and benefits ...
LinkedIn is emerging as an excellent place for conversations between professionals. There are good groups for product management, pricing, marketing and sales (and many other topics). Some of the groups that LeveragePoint its advisors and ...
Pricing metrics are the unit that something is priced in – we buy bread by the loaf, hamburger meat by the pound, frozen hamburgers by the patty. Choice of a pricing metric is one of the most subtle yet powerful decisions that a company can ...
One can make a strong case that setting prices for software is a relatively more challenging task compared to setting price for other products and services. Since all software essentially comes down to lines of code, why is it that in the ...
Pricing healthcare has to be one of the most challenging tasks in the profession. Rising healthcare costs and debate over how best to manage and pay for them is a hot-button issue. Treacherous waters indeed for sales and marketing professionals ...
In the field of Value Management, a vast wealth of untapped knowledge lies trapped within the minds of sales professionals, pricing experts and marketing strategists. All too often, that’s where it stays, with no connections made between the ...
It's Saturday morning and heading home after a whirlwind week at the Spring PPS Conference. Thursday evening's reception was heavily attended and Friday's morning/early aft sessions were well attended too. Here are a few nuggets I came away ...