Scaling the Value Conversation: How Five Organizations Build — and Prove — the Value Story Behind What They Sell
Every company that sells on more than price faces the same boardroom test: why does this matter, and why now? This LeveragePoint panel draws on practitioners from five organizations - Iron ...
3M Global Marketing Operations Drives Worldwide Value Selling Consistency with LeveragePoint
Paul Davis, Global Marketing Operations Manager for 3M's Safety and Industrial Business Group, frames his role simply: "make the weather" for global sales teams, making it easier for them to do ...
3M Sales Leadership Scales Value Selling Across North America with LeveragePoint
For 3M's Safety and Industrial Business Group, justifying premium pricing has always required more than product superiority. It requires proof. Dan Cunningham, Divisional Head of Sales for the ...
3M’s Safety and Industrial Business Group Accelerates Global Value Selling with LeveragePoint
Drawing on perspectives from three 3M SIBG leaders, Dan Cunningham (Divisional Head of Sales, U.S. and Canada), Paul Davis (Global Marketing Operations Manager), and Brad Dunn (Senior Sales ...
3M Field Sales Leadership Accelerates Value Selling with LeveragePoint
As one of the world's most recognized industrial brands, 3M's Safety and Industrial Business Group (SIBG) has long faced a familiar commercial challenge: premium products come with premium ...
AI, Humans, and Platforms: The New Operating Model for Customer Value Execution
How AI, human expertise, and value management platforms work together to create scalable, measurable value execution
Artificial intelligence is rapidly transforming customer value management ...
Your Deals Aren’t Lost on Price — They’re Lost on Value
Why deals get discounted, lost to price, or end in no decision — and how to fix it
Many B2B organizations believe they have a "pricing problem" when they are actually facing a breakdown in ...
The Value Management Playbook: Unlocking 35%+ More Profit
You quantify the value. You build the business case. Yet customers still push back, negotiations drag on, and the deal slows—or discounts creep in. If the value is clear, why aren’t customers ...
Unifying Pricing and Selling: Five Ways Value‑Based Pricing Amplifies Value‑Focused Selling
Pricing and sales are two sides of the same coin. Neither delivers its full potential without the other. In a value‑based environment, accurate price guidance and quantified value models inform ...
Getting Started with Value Selling
A Roundtable Discussion with Leaders from Fiserv, Borealis and Elkem
In today’s B2B landscape, leading companies don’t just talk about value—they build it into everything they do. From ...
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