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SPIN Selling for a Tough Economy: Getting Concrete on Implication & Need-Payoff

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 ...

Read this if you Plan to Sell Hardware to AT&T!

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 ...

How Does Pricing Support the Sales Function?

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 ...

Finding Value Data is LeveragePoint’s Latest Innovation

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 ...

For a Wider Conversation on Value-Based Product Management, Pricing, Marketing & Sales

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 ...

Are Software as a Service Vendors Innovating on Pricing Metrics?

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 ...

A Value Model for Call Center Software

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 ...

A Value Model for Johnson & Johnson Coronary Stents

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 ...

Bridging the Silos of Marketing, Pricing & Sales

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 ...

More Thoughts on Professional Pricing Society’s Spring 2010 Conference

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 ...

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