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Quantifying and Selling Value for Services Q&A

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 ...

When Does Customer Value Enter Your Stage-Gate Process? Embed Value Strategies in Your Innovation Disciplines

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 ...

Initiate and Scale Value Selling: Live Practitioner Roundtable Q&A

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 ...

What Percent of Value Should We Capture in Price? Framing the Question Influences the Outcomes

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 ...

Takeaways from Professional Pricing Society Spring 2019 Conference

Having joined the LeveragePoint team this January, I was really looking forward to attending the 30th Annual Professional Pricing Society Spring Conference in Atlanta. I’ve attended dozens of conferences in my career, but as someone new to this ...

8 Pitfalls of Value Based Pricing: Part 1 Q&A

For our April Webinar, Joanne Smith, President of Price to Profits Consulting, discussed the 8 common pitfalls that she sees numerous B2B companies fall into as they begin their Value Based pricing journeys. To conclude the webinar, she ...

Transcend Value Calculators: 6 Ways Value Propositions Change the Sales Process

Emergency Value Selling.  B2B value selling often gets started as firefighting.  At a critical moment late in a sales or renewal process, the alarm goes off.  An analytical person on the commercial team, perhaps a product manager or a presales ...

Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients

The internet has changed the fundamentals of B2B sales.  The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing ...

Value Maps for Product Management: Understand Your Differentiation and Competitive Positioning Q&A

For our March Webinar, Peyton Marshall, CEO of LeveragePoint and Ed Arnold, VP of Product at LeveragePoint discussed the ways that Value Maps provide a simple framework that help teams understand their product’s differentiation and competitive ...

Competitive Intelligence to Inform your Customer Value Models Q&A

For our February Webinar, Stephan Liozu, Chief Value Officer at Thales, reviewed the types of competitive information that is needed to make sure your customer value models are relevant, precise, and dynamic.  To conclude the webinar, he ...

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