Resources

How to Put a Value Tag on Your Product

Repurposed with Purpose You may have read Ed Arnold’s popular Value Tag Whitepaper, however this introduction is simpler and setup graphically and interactively for your viewing pleasure… Every product has a price tag, but you never see a “value tag”….

Price Negotiations: The Key to Success

What’s in this whitepaper? Price negotiation skills have never been more critical and challenging than they are now. B2B companies have historically faced aggressive competitors, yet now they are also facing emerging low-priced competitive imports, low-priced local competition that seem…

Price Negotiations: The Key to Success

View full recording below! Why do most sales people discount far more often and far deeper than needed? Leading causes are related to their courage, confidence and conviction in achieving their fair price. Even experienced, good sales negotiators – the…

Realizing and Delivering on Your Value Promise: Drive Organizational Change to Ingrain Value in Your Culture

VIEW FULL RECORDING BELOW Experts know the importance of demonstrating and documenting value in the sales process. But how do you make sure your team consistently delivers on your value promise, and drives commercial success for both you and your…

Unpacking Best Value: Understanding and Embracing Value Based Approaches for Procurement

Probably no other topic creates as much apprehension between two companies as trying to determine a fair price. The conventional procurement process pits buyers and sellers on opposite sides of the table. Classical negotiations training uses tradeoffs and concessions as…

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