Communicating Intangible Value: Pricing, Marketing, and Selling the Hard-to-Quantify
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Successful value selling requires communicating the outcomes delivered by your solution in financial terms. Often, the surface-level benefits of a B2B solution ...
Align B2B Marketing & Sales: Communicating Your Value Proposition Across the Customer Journey
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The modern buyer’s journey begins well before the first sales call. Purchasing teams spend an increasing amount of time doing research before engaging with ...
Overcome Risk Perceptions with Value Selling: Winning Strategies that Convey Customer Outcomes
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Leading B2B enterprises routinely adopt value-based strategies to boost sales outcomes and grow profitability for their differentiated solutions. However, many ...
Value Selling in Manufacturing: Best Practices for Realizing Your Profit Impact
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The manufacturing sector is undergoing a period of unprecedented change. In recent years, supply chains have become increasingly strained while procurement ...
Developing Outcome-Based Storytelling Capabilities in B2B Sales
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Leading B2B companies rely on outcome-based selling strategies to achieve commercial success. The best salespeople within these organizations are typically ...
2022 State of Value Management Whitepaper
In this period of rising prices and increased competition, B2B organizations must be able to demonstrate the differentiated value of their offerings more than ever. But how effectively are these ...
What SaaS Pricing Can Teach B2B Enterprises
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In recent years, modern business practices, pioneered by SaaS vendors, have been successfully adopted by B2B organizations across every industry. Innovations ...
Pricing Strategies: Managing Through Inflationary and Recessionary Times
Tuesday, January 31st at 11 AM ET
As we enter 2023, B2B organizations worldwide face a cloudy economic outlook. The threat of a recession looms large, inflation is continuing at a high rate, ...
2022 State of Value Management Survey Results Webinar
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In this webinar, we revealed the responses to the 2022 State of Value Management Survey. How are B2B companies implementing value management and value selling? ...
Value From a Chief Procurement Officer’s Perspective
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Leading B2B sales teams deploy value selling to boost commercial outcomes and profitability. By communicating the financial impact of their solution starting ...
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