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Sales Velocity: The Best Way to Measure the Impact of Value Selling

Sales velocity is an increasingly popular method for measuring overall B2B sales performance and pipeline health. It’s an equation that generates a number ‑ your sales velocity. The number ...

The Value Coach’s Playbook 1.6: Proofread Models to Correct Mistakes & Fill Gaps

Coaching Experienced Players.  Good value coaches help colleagues quantify the differentiated value of our offerings for better go-to-market strategies, improved pricing, and superior sales ...

Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets

For our May Webinar, Joanne Smith shared strategies to overcome common pricing misconceptions B2B businesses make during times of economic uncertainty. To conclude the webinar, she answered some ...

[Webinar Preview] Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets

For B2B companies, the pressure to discount price can skyrocket during times of economic crisis. This pressure comes from all sides: customers seeking price relief, management pushing to ...

Utilizing Differentiation in Value Modeling: Case Studies in Enabling Customer Conversations Q&A

For our April Webinar, Ole Iacob Prebensen shared his experience implementing a culture oriented on customer value at Elkem Silicon Materials, and the ways each initiative generated bottom-line ...

Customer Success Practiced Right: Customer Value – The Focal Point for Existing Relationships

In mid-March, Nick Mehta, CEO of Gainsight, was ahead of the curve in 5 Reasons Why Customer Success is Existential during a Downturn. Although his blog was directed toward SaaS businesses, his ...

Re-Entry from COVID-19: The Next Normal as the Fog Starts to Lift

For all of its isolation and distancing, April 2020 will go down in history as a month of global unity.  Across almost every town, region and country, virtually all humans have been living one ...

The Art of Designing and Testing EVE® Models Q&A Part 2

For our March Webinar, Stephan Liozu shared secrets to the soft skills required to develop great Economic Value Estimation® Models. To conclude the webinar, he answered some questions from the ...

The Value Coach’s Playbook 1.5: Competitive Intelligence, Apples to Apples

Coach to a Business Case to Buy.  Good value coaches help their colleagues quantify the differentiated value of our offerings.  That value provides a foundation for better pricing.  Establishing ...

Not a Snow Day, Not a Bubble Burst – The Next Normal in B2B

In one long month, our lives have changed profoundly.  A month ago, the Western world was quaking from free-falling markets and waking up to social distancing, still naïve to the human and ...

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