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The Value Coach’s Playbook 1.6: Proofread Models to Correct Mistakes & Fill Gaps

Coaching Experienced Players.  Good value coaches help colleagues quantify the differentiated value of our offerings for better go-to-market strategies, improved pricing, and superior sales performance.  Some of our colleagues are new to value management.  Their coaching needs are usually clear:…

Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets

For our May Webinar, Joanne Smith shared strategies to overcome common pricing misconceptions B2B businesses make during times of economic uncertainty. To conclude the webinar, she answered some questions from the audience. Here are her live answers: Of the seven…

[Webinar Preview] Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets

For B2B companies, the pressure to discount price can skyrocket during times of economic crisis. This pressure comes from all sides: customers seeking price relief, management pushing to compensate for declining market size and/or to hit their unrealistic objectives set…

Utilizing Differentiation in Value Modeling: Case Studies in Enabling Customer Conversations Q&A

For our April Webinar, Ole Iacob Prebensen shared his experience implementing a culture oriented on customer value at Elkem Silicon Materials, and the ways each initiative generated bottom-line results using real world examples. To conclude the webinar, he answered some…

Customer Success Practiced Right: Customer Value – The Focal Point for Existing Relationships

In mid-March, Nick Mehta, CEO of Gainsight, was ahead of the curve in 5 Reasons Why Customer Success is Existential during a Downturn. Although his blog was directed toward SaaS businesses, his fundamental points apply widely across B2B sectors with…

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