Pricing & Selling Packaged B2B Solutions – Part 3: Product & Service Bundles to Segment Pricing and Realize Buyer Synergies

Picture the marriage of two large enterprises. Each one brings an array of B2B products and services sold to the same customers.  The starting point for post-merger integration consists of two groups of product managers, two sales teams, two service…

Pricing & Selling Packaged B2B Solutions – Part 2: Product & Service Bundles to Simplify Buying & Increase Demand

Picture a company with a number of complex products. They have long provided the services to ensure their products’ effective implementation.  These products are used in specific applications: surgery, agriculture, animal health, food production, lab testing, construction, installation in other…

Pricing & Selling Packaged B2B Solutions – Part 1: Realize Value on Your Product & Services Bundles

If you Google “Product Bundling on Amazon,” near the top of the first page, there is a tray of 10 videos explaining how to use Fulfillment by Amazon (“FBA”) to design and sell bundles to online retail customers.  Selling products…

B2B Customer Value Awareness: 6 Ways to Elevate Value Propositions & Promote Value Selling

Picture a customer conversation.  There are 3 questions a potential customer will naturally ask: Why should I change? Why should I buy from you? Why should I pay more? How would you answer?  How do your sales reps answer? Value…

When Does Customer Value Enter Your Stage-Gate Process? Embed Value Strategies in Your Innovation Disciplines

According to Scott J. Edgett of Stage-Gate® International, over 80% of North American companies use some form of a Stage-Gate innovation model.  R.G. Cooper estimates a higher percentage in Europe.  Given the huge outlays on R & D in B2B…

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