Resources

The Art of Designing and Testing EVE® Models

VIEW THE WEBINAR RECORDING BELOW Economic Value Estimation®models require both customer and competitive data along with a heavy dose of analytical skill. With practice, the mathematical side of designing high-quality EVE® models can become systematic. What is often less obvious…

May the Best Solution Win: Selling Strategies to Convey Your Superior Value

VIEW THE WEBINAR RECORDING BELOW Are you losing business to competitors – even when you know you have the best solution? For B2B enterprises, this is an all-too-common problem that not only results in lost revenue for your organization, but…

Enhance Your Sales Performance by Selling Value

VIEW THE WEBINAR RECORDING BELOW Neil Rackham, Miller Heiman, Mathew Dixon, Reed Holden: What message do these sales gurus have in common?  They all place a large emphasis on the importance of selling not just products or overall offerings, but…

Realize Value from Product & Service Bundles: Pricing & Selling Packaged B2B Solutions

VIEW THE WEBINAR RECORDING BELOW Almost all B2B businesses not only provide products, but increasingly deliver related services. Innovation, increasing complexity, and M & A naturally drive commercial teams to consider bundled systems and packaged solutions as their offering strategy….

Best Practices for Accelerating Your Value Strategy

VIEW THE WEBINAR RECORDING BELOW In today’s fast-paced business environment, traditional change management is no longer sufficient. B2B organizations are under increasing pressure to accelerate the rollout of value management programs. Since traditional value and pricing transformations can last between…

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