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May the Best Solution Win: Selling Strategies to Convey Your Superior Value Q&A

For our February Webinar, Mike Wilkinson shared secrets to understanding and communicating your value throughout the sales process, and winning deals when you have the best solution.  To conclude the webinar, he answered some questions from the ...

The Value Coach’s Playbook 1.1: Midfielders. Prepare to Quantify Value – Frame the Discussion

Coaching.  Coaches make the difference between pickup soccer and championship football. Great coaches prepare their team mentally and physically.  During the match they orchestrate player adjustments by reading opportunities and diagnosing ...

Enhance Your Sales Performance by Selling Value Q&A

For our January Webinar, Tim Smith, PhD shared strategies for incorporating value into your sales process with strategy and tools. To conclude the webinar, he answered some questions from the audience. Here are his live answers:   How ...

Improve B2B Commercial Decisions. Navigate Your Customer’s Journey to Value with Strong Adoption Programs.

Welcome to the age of buyer empowerment.  In embracing the aim of enabling B2B buyers, we naturally position the customer’s journey as a pivot point for our business plans and decisions.  The Knowledge@Wharton network features a Dell-sponsored ...

Realize Value from Product & Service Bundles Q&A

For our November Webinar, Peyton Marshall shared strategies for designing packaged product and service offerings based on customer value. To conclude the webinar, he answered some questions from the audience. Here are his live ...

End of Year Blog Roundup: Our Favorite Posts of 2019

To conclude 2019, we look back to some of our favorite blog posts of the past year.  Over the past year, we have written about topics as diverse as ways to implement value into product management decisions, strategies for building a customer ...

2019 Content Roundup: Our Favorite Whitepapers, Videos and Webinars of 2019

As the year (and the decade) come to a close in the coming weeks, we look back to some of our favorite whitepapers, videos, and webinars from the past year.  Since January, we have explored topics as diverse as using ways Value Maps can help ...

What Do Your Existing Products Deliver to Your Customers? Five Disciplines to Embed Value Management in Product Management

Two of the Five Hot Jobs for MBA Graduates, according to U.S. News & World Report are “Product Manager” and “Product marketing manager and brand marketing manager.”[1] McKinsey recently highlighted the product management talent dilemma.  ...

Jumpstart Value Selling by Using Existing Data

Value Selling is a proven way for B2B companies to increase win rates and improve profitability. Despite this, most companies don’t realize these benefits. Why is that? Why don't most organizations get started? When I talk with sales leaders on ...

How Customer Centric is Your B2B Commercial Team? A Focused, Digital Approach for the 20’s

If hearing “the 20’s” conjures up visions of gangsters, gender rights, and low-cost wireless entertainment, then maybe your head is in the wrong century. Then again, maybe not. In any event, the 2020’s are arriving.  Whenever we hit ...

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