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 ...
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 ...
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 ...
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 ...
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 ...
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 ...
Value Maps provide a useful framework that helps visualize a product’s positioning in the market. A Value Map is a two dimensional graph that displays product prices on the y-axis and shows product weighted value scores on the x-axis. The best ...
Value Maps provide a useful framework that helps visualize a product’s positioning in the market. In our last blog, we reviewed the reasons to engage in value mapping, discussed questions and perspectives that get Product Management teams ...
Physical navigation has come a long way in 500+ years. Instead of envisioning the edge of the world, the disembodied voice on our iPhone saves us from traffic, telling us to turn left at the next intersection. The technology of creating and ...
Happy New Year! 2018 was a transformative year; digital and technological advances were abundant, Millennial buyers and sellers forced a change in our traditional processes, and an increasing amount of B2B organizations differentiated ...