Resources

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…

Value Propositions for Your Customer Audience: ABM, ABS, and Pricing Segmentation

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…

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…

Value Propositions for B2B Sales Team Effectiveness: When, How and Why Do Buyers Commit?

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….

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