Tool Release Notes: January 2019
January 2019 Release Notes New for this release: Value Maps Tool – There is now an option for using the Market Average Focal Product for plotting the FMV line or Quadrants. Value Maps Tool – Formula functionality added to Product…
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,…
[Quiz] Putting a Value Tag on Your Product
As Warren Buffett said, “Price is what you pay. Value is what you get.” The price of something usually does not equal the value of something. As customers, we over-pay and under-pay for stuff all the time. It’s imperative for…
[Interactive Infographic] 4 Key Ingredients for Improving B2B Sales
It should be simple. Sales professionals are paid based on results. Value selling improves results. CRM data from B2B organizations adopting value selling show that opportunities where a Value Proposition is used have 5-15% higher win rates and 5-25% higher…
[Quiz] How & Where to Start Value Selling
CRM data from organizations adopting value selling show that opportunities where a Value Proposition is used (1) have 5-15% higher win rates, and (2) 5-25% higher price outcomes. This is reason enough to invest the time and bandwidth to provide…