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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 ...

Re-Entry from COVID-19: The Next Normal as the Fog Starts to Lift

For all of its isolation and distancing, April 2020 will go down in history as a month of global unity.  Across almost every town, region and country, virtually all humans have been living one of two primary experiences.  The care givers, the ...

The Art of Designing and Testing EVE® Models Q&A Part 2

For our March Webinar, Stephan Liozu shared secrets to the soft skills required to develop great Economic Value Estimation® Models. To conclude the webinar, he answered some questions from the audience. Here is the second half of his live ...

The Value Coach’s Playbook 1.5: Competitive Intelligence, Apples to Apples

Coach to a Business Case to Buy.  Good value coaches help their colleagues quantify the differentiated value of our offerings.  That value provides a foundation for better pricing.  Establishing value at the center of customer conversations ...

Not a Snow Day, Not a Bubble Burst – The Next Normal in B2B

In one long month, our lives have changed profoundly.  A month ago, the Western world was quaking from free-falling markets and waking up to social distancing, still naïve to the human and economic toll of Covid-19.  Now our eyes are open, even ...

The Value Coach’s Playbook 1.4: Negative Value Drivers to Provide Balance

Coaching for Useful Value Propositions.  Good value coaches facilitate deeper buyer understanding within their organizations.  Potential customers have pre-existing opinions.  They have impressions and information about the competition and ...

The Art of Designing and Testing EVE® Models Q&A

For our March Webinar, Stephan Liozu shared secrets to the soft skills required to develop great Economic Value Estimation® Models. To conclude the webinar, he answered some questions from the audience. Here is the first half of his live ...

The Value Coach’s Playbook 1.3: Midfielders. Quantify and Dollarize Value

Coaching to Good Value Content.  Understanding our customers takes creativity and experience.  As value coaches, we facilitate our team’s deeper customer understanding not by handing them answers, but by prompting them to ask good questions. ...

Three B2B Sales Trends Since the Last Pandemic: How to Succeed in Human and Business Terms This Time Around

At LeveragePoint, we recognize that COVID-19 will have an impact on society that transcends the world of B2B sales and marketing. Our thoughts and prayers are with those providing care and those who are impacted.  We hope to do what we can by ...

The Value Coach’s Playbook 1.2: Midfielders. Differentiate and Identify Sources of Value

Value Coaches Ask Good Questions. Value coaches in B2B organizations are on a mission.  Our objective is to drive our teammates to strong value content by asking the right questions. Previously, we drew parallels between coaching soccer in the ...

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