Resource Center

B2B marketers need ABS to succeed with ABM. B2B sales teams need content and tools that engage customers in conversations about what your solution will deliver for them. Pricing professionals need better customer insights to design and execute more profitable…

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”….

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…

What’s in this whitepaper? Each phase of a B2B buying process usually involves distinct and identifiable activities by buyers: identifying & prioritizing, evaluating, deciding & purchasing. Consequently, sales team content varies with the phase in the buying process it’s addressing….

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…