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, ...
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 ...
For our August Webinar, Tim J. Smith, PhD, walked through best practices for clarifying value propositions, setting your prices from those value propositions, and leveraging that value story into new country markets. To conclude the webinar, ...
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 together in a ...
For our August Webinar, Tim J. Smith, PhD, walked through best practices for clarifying value propositions, setting your prices from those value propositions, and leveraging that value story into new country markets. To conclude the webinar, ...
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 ...
For our July Webinar, Todd Snelgrove shared strategies that helped viewers rethink how to price, present, and negotiate based on your value of their Services. To conclude the webinar, he answered some questions from the audience. Here are his ...
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 ...
For our June Webinar, a panel of expert practitioners shared their secrets to initiating and scaling value selling within their organizations. To conclude the webinar, they answered some questions from the audience, read by our moderator Peyton ...
One question is inevitable in any introduction to value based pricing: “What percent of value should we try to capture?” For a product team building their first value model, the question usually arises right after they have set up the math ...