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Transcend Value Calculators: 6 Ways Value Propositions Change the Sales Process

Emergency Value Selling.  B2B value selling often gets started as firefighting.  At a critical moment late in a sales or renewal process, the alarm goes off.  An analytical person on the commercial team, perhaps a product manager or a presales…

Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients

The internet has changed the fundamentals of B2B sales.  The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing content is inadequate. If answering product…

Value Maps for Product Management: Understand Your Differentiation and Competitive Positioning Q&A

For our March Webinar, Peyton Marshall, CEO of LeveragePoint and Ed Arnold, VP of Product at LeveragePoint discussed the ways that Value Maps provide a simple framework that help teams understand their product’s differentiation and competitive positioning, and reviewed how to use…

Competitive Intelligence to Inform your Customer Value Models Q&A

For our February Webinar, Stephan Liozu, Chief Value Officer at Thales, reviewed the types of competitive information that is needed to make sure your customer value models are relevant, precise, and dynamic.  To conclude the webinar, he answered some questions from…

Product Management & Marketing Strategy: Limitations and Pitfalls in Value Mapping

Value Maps provide a useful framework that helps visualize a product’s positioning in the market.  A Value Map is a two dimensional graph that displays product prices on the y-axis and shows product weighted value scores on the x-axis. The…

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