Resources

8 Pitfalls of Value Based Pricing: Part 1

8 Pitfalls of Value Based Pricing: Part 1 Many B2B companies are embracing value-based pricing due to its potential to increase profitability, yet many of these companies struggle to achieve the full earnings potential of value-based pricing. They often start…

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

VIEW FULL RECORDING BELOW Value Maps are a widely utilized tool in B2B and B2C Product Management strategy. They provide a simple framework that help teams understand their product’s differentiation and competitive positioning. Value Maps are applied in a number…

Competitive Intelligence to Inform your Customer Value Models

VIEW FULL RECORDING BELOW Deploying value-based strategies and modeling customer value requires a deep knowledge of competitors. Because customer value is relative to other market players, it is important to gather ongoing intelligence about competitors’ products and services, pricing levels,…

Account-based Selling for Buyer Enablement: How Does Your Solution Address Specific Customer Problems?

VIEW FULL RECORDING BELOW Is your commercial team aligned with a focus on the specifics of your customers?  B2B marketers need Account-Based Selling to succeed with Account-Based Marketing. B2B sales teams need content and tools that engage customers in conversations…

Engaging the Professional Buyer: Utilizing Value to Close Deals and Build Relationships

View Full Recording Below Time spent with a professional buyer is precious and limited. According to CEB, Now Gartner, only 17% of the overall buying journey is spent meeting with potential suppliers. The rest of the buyer’s journey consists of…

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