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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…

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 answers:…

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 enables sales teams to…

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…

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 about our offering that often differs from the information we provide….

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