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Customer Success Equals Delivered Value: Customer Conversations to Keep and Grow Your Accounts Q&A

For our June Webinar, Peyton Marshall shared the ways in which Value Propositions can be used by Customer Success and account management teams to retain and grow their existing accounts. To conclude the webinar, he answered some questions from ...

Sales Velocity: The Best Way to Measure the Impact of Value Selling

Sales velocity is an increasingly popular method for measuring overall B2B sales performance and pipeline health. It’s an equation that generates a number ‑ your sales velocity. The number doesn't mean much in absolute terms. You need to ...

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 ...

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 ...

[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 ...

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 ...

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 ...

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