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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 ...

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, ...

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 ...

Customer Value and Voice of Customer to Set Price: Leverage Your Market Experience Q&A Part 2

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, ...

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 together in a ...

Customer Value and Voice of Customer to Set Price: Leverage Your Market Experience Q&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, ...

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 ...

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