Resources

5 Myths of Selling Value to Professional Buyers

Across many B2B industries, professional buyers continue to grow their influence and impact on buying decisions. This growing influence often means longer sales cycles, tough negotiations, and lots of frustrated salespeople. It doesn’t have to be this way. Many sales…

Cross-functional Collaboration to Boost a Value Culture

All too often there is a disconnect between the Sales and Marketing departments and the Pricing department. Conflicting priorities between functions paralyze the successful execution of Value strategies, the building of a Value-driven culture, and lead to a wide range…

Building a B2B Value-Driven Culture

Joanne Smith, President of Price to Profits Consulting and former Corporate Director of Marketing and Pricing at DuPont, will share practical steps on how to build a value-driven culture at a B2B enterprise. Based on her professional experience at DuPont,…

Value Strategies to Build Trust with Buyers and Close Deals

The salesperson who is first to talk value with customers will build trust with today’s enterprise B2B buyers and best differentiate themselves from competitors. The results: shorter sales cycles and more deals. “In Amp Up Your Sales, you’ll discover powerful…

Transforming Commodity Products to Value Offerings

Enterprises in multiple B2B industries have been able to overcome the commoditization of their products by using value to create offerings that were differentiated from competitors. Get insights on transforming commodities to value offerings from sought after value expert Dr….

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