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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 ...

Pricing & Selling Packaged B2B Solutions – Part 5: Fusion vs Fission: To Bundle or Not to Bundle

Fusion is more powerful than fission. H-bombs are more destructive than A-bombs.  Yet fusion-based power is still many years and hundreds of billions of dollars away from commercial reality, even though fission-based electricity peaked a decade ...

Best Practices for Accelerating Your Value Strategy Q&A

For our October Webinar, Stephan Liozu shared best practices for accelerating value strategy deployment and overall value transformations.  To conclude the webinar, he answered some questions from the audience. Here are his live ...

Pricing & Selling Packaged B2B Solutions – Part 4: Product & Service Bundles to Change Price Metrics and Realize Cost Synergies

Picture a company with an array of complex products including equipment, instruments, consumables, and/or disposables.  These products are used in specific applications: surgery, agriculture, animal health, food production, lab testing, ...

Do Your Reps Convey Your Solution’s Value? Maximize Your Marketing Research Spend Q&A

For our September Webinar, Brian Hannon shared ways to get the most of your marketing research spend by using it throughout your sales process.  To conclude the webinar, he answered some questions from the audience. Here are his live ...

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