The Value Coach’s Playbook – Part 1: Quantify Value
Value Management and Value Selling are proven strategies to improve B2B commercial performance and profitability. Sustainable Value Management seldom happens by accident. Top-performing B2B businesses implement programs and disciplines to embed these efforts. Value management starts with good quantification. Great…
Align Strategy with Customer Journeys: Best Practices to Adopt Value Management
Customer Value Management focuses commercial teams on the customer outcomes that result from deciding to buy an offering. Top B2B companies recognize that business customers embarking on a buyer’s journey have a simple outcome: maximizing value. When quantified, commercial teams…
Realize Value from Product & Service Bundles: Design, Price & Sell Packaged B2B Solutions
Successful B2B commercial teams routinely consider the best way to package services, products, and solutions to realize higher prices, improve engagement metrics, fill their funnel, pursue qualified opportunities, and increase revenues. As we enter the next decade, the importance of…
Drive Sales Team Success: Keys to a Sustainable Value Selling Initiative
Technology has changed the fundamentals of B2B sales. Top-performing, modern sales teams engage buyers in ways that are customer-centric, customer-relevant, and delivery-centric. Each of these are foundational components of Value Selling. Value Selling delivers sales success. In this white paper,…
Value Maps For Customer-Centric Product Strategy
The strategic landscape for commercial teams has become increasingly complex. C-suites in great organizations understand that they need to implement and enforce planning disciplines that provide customer insights and require strategic perspectives. Successful enterprises strive to improve the tools and…